Operational effectiveness behind the provocation: NoCRM

I have come across YouDontNeedaCRM in a startup contest. It caught my attention right away as I spent several years in big or medium corporation sales organizations. This is because I could relate to the operational difficulties of putting in place a practical and functional sales tool. I had to listen to what they have to offer.

I was pleasantly surprised with their presentation and I asked more details. Sunny Paris, the CEO, kindly provided the below post to my queries. They are going rather viral in the SME (Small/Medium Enterprise) domain and they have a multi-geography implementation. I believe and Sunny confirms that they can be deployed at team level of big accounts.

Enjoy your reading to understand the truth behind the provocation!

Managing your Sales Pipeline

Organizing the way you prospect customers is a critical part of your business and choosing the right tool is very important. But when it comes to sales, CRM (Customer relationship management) software often fails by a lack of adoption by salespeople.

How many times did your heard CEO or managers complaining about the CRM not being up to date? In fact, most salespeople don’t use CRM to help them on their day-to-day work but as a reporting tool, they have to fill before their commercial meeting.
What does it mean? It means that CRM tools are good at managing contact and generating reports but they’re too complex for just closing deals, and sales just want to close deals.

In this context, I’d like to introduce you to “You Don’t Need a CRM!”. Behind this provocative name, You Don’t Need a CRM is a very simple yet effective lead management service. If your business is focused on growth and acquiring new customers then this software could be a good match for you, especially when you’re starting your own online business in Internet Marketing.

How does it work?

In addition to the fact that the interface is very clear and super simple to use, there are two main concepts of YDNCRM:
• It’s all about leads
• Leads are to-do

It’s all about leads means that the main objective is the lead and new leads can be created in a matter of seconds. CRMs are focused on customers and contacts, but from a sales point of view, it’s the lead that is important.

When you find an opportunity, you might not have all the info that your classical CRM wants you to fill out. It can be as tiny as a mail and a name, or a LinkedIn page or a business card. “You Don’t Need a CRM” allows you to create a lead in all situations without losing your time filling out forms, it can even scan for your business cards.

Leads are Todos meaning that you don’t have to attach a To-do to a lead, a newly created lead is automatically added to the To-do list. And the only way to close the To-do is to program a next action that will turn again the lead in To-do mode when the time comes. This constraint ensures you that you have only real leads in the system with a potential of financial outcome and that they won’t be forgotten by your sales team or yourself.

When a sales guy arrives in the morning, he just has to go to its To-do tab to review all leads to be worked on. At the end of his day, the To-do tab should be empty meaning that he has accomplished a good day of work by reaching all potential customers he has planned to. For information about Graphic Design School click here.

It’s simple but is it customizable so that it fits to your needs?

Even though the lead by itself can be of any form it surely comes with options to be customized. First of all, you can personalize your lead default fields, then you can personalize your sales phase depending on your process, for example, Incoming > Qualified > Met > Proposal > Closing.

You can also define your own categories and your tags inside those categories so you can find and easily browse through your leads. Typical categories are: Product name, geographical area, origin of the lead, size of the company etc… Each lead can also have an amount and a probability and therefore can be flagged based on importance.

Could we have concrete examples of how does it work?

Context: Imagine a software company with 3 sales representatives. Product price starts at $3.000. They are generating leads through their website (AdWords, inbound marketing, word of mouth) and by meeting people in industry-specific events. They have a contact form on their website where potential customers can ask about their two products, let’s say, Mailator and VideoPresence.

Tasks: Each morning the manager looks at the activity feed to understand the activities of his commercial team. Based on what he sees, he can give some guidance and directions to his team or answer questions about some quotations.
He then looks at all the unassigned leads coming from the website (Web contact forms can easily be integrated to YouDontneedaCRM), he can choose to disqualify some contacts, he can assign himself to partnership requests and he can assign John his younger commercial to all the leads that need to be qualified.

Once qualified, tagged correctly and depending on the product, John will re-assign leads to Alicia or Fred. When assigned a lead, Alicia is notified by email. Newly created VideoPresence leads are displayed in the Alicia’s To-do tab with all the other lead she has created manually or by scanning a business card with the web app. Each lead comes with his full history so it’s very easy for her to know where exactly she is in the selling process for each of her prospects.

Context: Let’s now imagine a more traditional case of a company that sells solar panel installations through cold calling. They have different prospect lists coming from database extract that they buy based on geo-localization and activity (they mainly target independent farmers in a 50km radius). The sales team is organized as two teams, one doing cold calling and the other meeting with the farmers.

Tasks: Lists of prospects are imported to YouDontNeedaCRM by uploading CSV extract or by copy/paste option. Each cold caller has its own list that he can manipulate just like an online spreadsheet. If a prospect is not interested or is out of scope, he can be simply tagged as NO MATCH, or NOT INTERESTED in the corresponding column.

But if a prospect shows some interest then he will be converted into a real lead with a simple click in the corresponding row of the spreadsheet. The sales representative can then log the content of his conversation with the farmer and assign the lead to the relevant salesperson for this area. While on the field, the sales representative will be able to use the mobile version, access the lead detail and even log his activity just by talking thanks to the vocal recognition system. Read more about informationals here.

To sum it up

You Don’t Need a CRM is truly an effective sales tool to grow your business. It will not fit into every sales situation such as an e-commerce website. However, if you need your sales team to make prospecting calls frequently or to meet your prospects/leads physically then You Don’t Need a CRM is probably a good match.
The good news is that’s inexpensive and you can test it online for free from their website.

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