GoldMine CRM
Introduction to GoldMine
Will help sales and support teams and management staff plan sales calls more effectively and build better customer relationships. Easily recall details of meetings, phone conversations and proposals. You will learn how to:
- Schedule phone calls, appointments and tasks without typing
- Manage your activities and work with other users
- Find groups of customers for easy follow-up
- Automatically generate proposals and correspondence
- Hands-on: Requires GoldMine software lab. No Prerequisites
Duration: Half day
Intermediate GoldMine
Will help sales and support teams and management staff plan organize and find strategic selling information. Schedule group activities and mailmerge follow-up to target groups of customers and prospects. You will learn how to:
- Build complex filters and groups of customers for very specific follow-up
- Schedule phone calls, appointments and tasks to these groups
- Automatically generate personalized mailings and literature fulfillment to these groups
- Analyze sales productivity, forecasts and leads
- Hands-on: Requires GoldMine software lab. Prerequisites: Introduction to GoldMine
Duration: Half day
Opportunity/Project Management
Will help sales and support teams and management staff follow pre-defined processes for strategic selling (similar to Miller Heiman methodology for large account selling) and project management after the sale. Learn how to record all pertinent activity during the sales and project cycles. You will practice how to:
- Identify and work with key influencers in the sales and project management processes
- Easily visualize progress or snags in the processes
- Archive and track all related opportunity and project documents
- Reach objectives sooner by following proven processes adapted to your organization
- Hands-on: Requires GoldMine software lab. Prerequisites: Introduction to GoldMine
Duration: Half day
Advanced Marketing with GoldMine
Designed just for marketers. Will help prepare you to execute the most powerful marketing campaigns and strategies using GoldMine. You will learn how to:
- Use the ten best practices of database management
- Administer advanced mass mailings and track and measure the results of your campaigns
- Send effective and personalized mass e-mailings
- Store key marketing materials in GoldMine's knowledgebase and disseminate it quickly to the sales department
- Use e-mail rules and default e-mail templates so that your company can share its own unique branding and respond promptly to customer/prospect inquiries
- Establish a literature fulfillment center to streamline responses to customer/prospect inquiries
- Use web connectivity capabilities to research clients and customers and tie their web inquiries directly to GoldMine
- Hands-on: Requires GoldMine software lab. Prerequisites: Introductory and Intermediate classes
Duration: One day
Customer Service with GoldMine
Designed for customer service reps and help desk personnel, this class will help prepare you to quickly resolve customer issues using GoldMine:
- View your case load
- Create new cases using templates for various issue categories
- Reassign, escalate and review progress
- Filter cases by rep, type and customer
- Leverage the knowledgebase to identify solutions
- Hands-on: Requires GoldMine software lab. Prerequisites: Introduction to GoldMine
Duration: Half day
GoldMine System Administration
Helps system administrators customize GoldMine to their organization’s requirements for security, look and feel and functionality. You will learn how to:
n Set-up users and their preferences, menus and toolbars
n Administer synchronization and perform system and data maintenance
n Customize the InfoCenter, fields and detail records
n Structure basic Automated Processes and Telemarketing scripts
- Set-up users and their preferences, menus and toolbars
- Administer synchronization and perform system and data maintenance
- Customize the InfoCenter, fields and detail records
- Structure basic Automated Processes and Telemarketing scripts
- Hands-on: Requires GoldMine software lab. Prerequisites: Introductory and Intermediate GoldMine
Duration: One day
Change Management
Who Moved My Cheese
Based on the number one best-selling book, Who Moved My Cheese? from one of the world's acknowledged experts on management, Dr. Spencer Johnson. Learn best practices of change management. Designed for executives, managers and teams facing changing environments.
- How to prepare for change
- When to interpret signs of change
- Identifying destructive behaviors
- Minimizing stress
Duration: Half day
Marketing
Identifying Your Best Customers and Markets
Show executives tools that can attribute 80 to 90 percent of your sales and profits by actual market segment. When you know the demographics of your most profitable customers, then you can:
- Reduce wasted sales time and mailing costs by verifying the accuracy of existing databases
- Help sales reps better assess individual account potential and appear more professional by enhancing existing information with Dun & Bradstreet demographics (annual revenues, number of employees, year established, projected growth rate, etc.)
- Identify where to find more accounts similar to your top accounts
- Develop a methodology for evaluating entire regions for strategic potential for new business, as well as evaluating penetration within existing accounts
Duration: Half day
Developing a Practical Marketing Plan
Helps owners, management, and professional staff to:
- Determine your firm's market position and understand customer perceptions
- Learn how to build better relationships with customers and alliance partners
- Evaluate the impact of pursuing new business from existing, as well as new customers
- Develop strategies for new products and services
- Write action plans that achieve measurable business objectives
Duration: One day
Developing a Personal Marketing Plan
Show business development managers and staff where to leverage efforts to achieve marketing goals. Use this knowledge to improve your sales effectiveness and to:
- Translate strategic marketing plans (from Developing a Practical Marketing Plan -- Market Segment ABC Assessment and Competitor Analysis) into practical terms and activities that are recorded and measured using CRM Software
- Build a Feature/Advantage/Benefit Matrix to provide a consistent message to each target market relating to each product or service
- One-Minute Phone Script - to introduce yourself, your organization's products and services, and local your business referral network
- Write a Personal Marketing Plan that you can commit to achieving
- Includes a planning session to identify issues and review the customized training materials; and a debriefing for owners and top management
Duration: Two days
Keeping Your Best Customers Loyal
Show executives how to turn their organizations into Customer Loyalty Leaders:
- Ten Question Acid-Test for CRM system usage
- Five Best Practices in CRM demonstrated using GoldMine
- Why Loyalty Leaders earn higher profits
- Learn the fundamentals of customer loyalty, assess your own organization's situation, set priorities and leave with the essentials of a sales and marketing technology plan for building customer loyalty
Duration: Half day
Sales
Diagnosing and Improving Your Sales Process
Show executives where 10% more effort can double company profits and income. Use this knowledge to improve your sales processes and soft skills using any current Customer Relationship Management System:
- Find out how to pinpoint weaknesses in your current sales processes
- Understand the constraints that prevent you and your organization from improving them
- Establish the value of changing behaviors
- Introduce proven, best practices for systems and sales procedures
Duration: Half day
So You Want to Be a Success at Selling?
Features John Cleese. This combination of videos, role-play and discussions makes it easy to practice becoming a sales success. Designed for business development executives and sales and account managers.
- Preparation, research, setting objectives and questioning techniques
- Sales Presentations, explaining benefits, meeting objections and how to ask for the order
- Dealing with difficult customers (evasive, indecisive and controlling types)
- Reaching agreement on needs and thinking bigger
Duration: One-Two days
How to Give Effective Sales Presentations
Shows owners, management, and professional staff how to:
- Prepare more effective sales presentations using popular software
- Deal with the fear of making presentations
- Use the first three minutes for maximum impact
- Get and maintain audience interest for your firm's specific solutions
Duration: Half day
Advanced Presentation Skills
Improve the level of communication skills for owners, management and professional staff through:
- Realistic role play presentations
- Putting the attention on the presentation instead of the presenter
- Building rapport with various audiences Knowing how and when to ask for the order
- Requires team assignments before workshop
Duration: One day