Task:

I work as a business process architect for a company that integrates CRM systems. As a  technical specialist, I often participate in presale and sale negotiations.

Choice:

I wanted to improve the closability of transactions, i.e. increase the number of sales. I  made the assumption that the rejection of integration on the part of the client is often  caused by a low level of technical literacy in the CRM system, because of this, there was a  feeling that all this is too complicated, and it is better to work as before.

Application:

I thought about the storytelling technique from the lectures in this course. What if you tell  the client a story about what their working day will look like, what interfaces and settings  they will need to work with, and how easy it is.

Insight:

Our sales presentation focused on the advantages of the proposed system, graphs and  tables that show profits or savings, and other important information. Looking at it from  the outside, as a layman in my topic, I realized that this cool, true and reasonable  presentation does not remove the fear that working in a new way will be cool, rather the  opposite.

Approach:

I agreed with the sales manager that we will expand his presentation with my slides and a  small video with the workflow. With the help of simple equipment that I collected from  friends, I created a demo account with the settings of a potential client. On the site  builder, I modeled a simple online store (without a live url and acquiring), but connected  to CRM.

In the video for 2.5 minutes, I showed what the order process looks like for the store  buyer, and how the store manager (the client's employees) will work with this request.  Everything is very simple, automated and intuitive. The last 15 seconds of the video is a  demonstration of working with the client's director system. How it gets an automatic  report on the work of employees directly in your smartphone and in 2 clicks can go to  detailed analytics directly from the smartphone w

