Get the Best Sales Pipeline System in UAE

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so sujit maybe we will start people can join because yeah we have a hard stop so um maybe we can uh you can share the screen sure oops okay uh welcome everyone uh thank you very much for uh joining yet another uh interesting but uh the topic which has been very popular these days on linkedin that is uh you know how to effectively uh you know get your sales pipeline management with uh with the crm so what we're going to do is in the first phase we will try to see uh what are the different aspects of an effective sales pipeline management and then we will showcase how urban as a solution uh will help in uh you know managing that so uh joining me today is sujeet uh sujit is our product lead for urwin crm my name is mahesh shahir i'm the chief revenue officer for owen labs so i take care of the sales and product sales and support function for uh for urban so uh welcome sujeeth hi hi maish uh it's nice to be here uh in front of people trying to explore our product and explain about the feature capabilities right so so uh sujit yara you're a product expert right in terms of crm and you have been designing the uh the ai based solution for uh for urine in terms of how crm is effectively managed by sales guys so before we start uh how relevant is this topic in today's time uh in terms of how to manage effectively your pipeline and how crm tools uh enable us to manage these pipeline in a much better manner yes i think uh now that uh different sales per people have different sales processes and it also varies from customer to customer segment to segment so as as when we see the sales management is becoming complex and complex for that matter even for us to manage a sales pipeline is going to be very difficult until unless you have a really nice year which will help you do that so urban is exactly solving this very same problem where we are making complex sales pipeline processes easier to track to analyze and also to improve so these are the three main factors that we consider a tourbillon whenever we design any feature for that factor on the crm aspect okay so sujit what we will do is today i'm gonna be the neutral person and i'm gonna be uh telling you my problem as a sales leader i have a lot of problems in managing the pipeline and uh um you know i have my way of doing it but yes uh we have seen a lot of crm tools uh in the last couple of decades we have used the best ones the salesforce of the worlds um but always there was something which was missing and we have been uh you know as a sales leader and also the a lot of sales manager who are attending the the event today they might be having a question is uh you know how do you manage this pipeline because nobody updates the pipeline nobody uh you know attracts the pipeline in a much efficient manner so uh so let's begin um maybe uh maybe we can talk a brief about what is sales pipeline and uh most of the time from the uh sales leader or a sales manager's point of view it has been very simple you need to have all your sales in a single solution uh where it takes care of you know all these stages uh of your sales process uh it's not a forecast everything right from starting stage to the closure stage everything is there whether it is a new uh sales or a new prospect or uh or a new uh lead which has come into the picture so from the sales side i can tell you this is what i believe is what sales pipeline is from the technology point of view when you are designing a product uh for crm what comes into your mind when you talk about sales pipeline uh so definitely whenever we design a product especially in terms of sales sales has to be very flexible because everybody has their own way of selling things and especially when we maintain pipelines we ensure that we give that level of flexibility for any organization to to adopt the feature and then to be able to customize the uh it in the way they want to but not to have a lot of hassle as in as we have already seen big solutions there are a lot of complex features and and it takes a worthwhile to even customize the solution for their needs so we have also taken care of those aspects where we have also made it very simple for any person to customize their sales pipeline workflow and kind of try to adapt it to their environment so uh very very interesting you say a lot of systems are not flexible in terms of managing the workflow uh specifically uh i have seen legacy system i don't want to name them but yes those legacy systems we know that there are certain things which we can do with the workflows there are sequences which we can follow there is the deals there is the opportunity there's a lot of confusion and as a sales leader or the sales manager who are here they would always have a question how do you track this and how do you create a a proper workflow so that is something which i'm sure like me everybody is very keen to know when you understand how uh you know what is the problem and how urban is going to solve that problem yeah so let me tell you guys you are at the right place at the right point uh so we have the further slides explaining the uh try explaining and trying to convey how overwhelm is trying to solve the same problem and then we can go by that yeah okay sounds good yeah okay yeah it's a very complex question right i mean it looks i i always believe uh you know during my growing days in sales um in fact i wrote a presentation that sales is all about method and madness so you know earlier the days when everybody used to have a pink slip you know write the the pipeline on a pink slip pick up the phone uh the phone and start dialing the customer that used to be the way uh you know sales used to happen and we never had these complex uh you know workflows open rate closure rate deals opportunities so from our perspective from a layman i always used to feel okay pick up the slip or see it pick up the phone talk to the customer need analysis and all these jargons started coming in i'm sure the legacy systems got all of these now a lot of ai based solutions have started coming and uh making it more life easier for a lot of sales leaders sort of sales rep also because the most tiring job uh what a sales rep feel is to fill the the details on in the crm and they are very lethargic so you have to be really behind them to actually get the work done how do you actually make the get the work done and uh what is actually sales pipeline management i have never been able to understand that um so basically a sales pipeline management is nothing but you know to be able to track your sales progress and then to ensure that every every opportunity that you pursue you take them to closure and every every opportunity is tracked no opportunities left behind those thick books are uh are those web pages where you you just have to scroll and scroll and scroll in and you don't find so for that matter uh as you also mentioned that those are the days when you use sticky notes to track the opportunities or sales but uh but i should remind you that uh now the teams are pretty much remote uh thanks to covered if i should not be but uh change even the the way people function have also become lot remote i mean from what it was passed till now and exactly oren is serving the same purpose trying to address this address the needs of this are ensuring that even remote teams succeed without having to go into a lot of pain of confirming the configuring the system altogether and trust me urban has lot of ai capabilities which will help you in fact which will which will make the life of any sales associate easier in uh in terms of data logging and data tracking um you will definitely love it uh for the features that i have in the upcoming slides okay uh one interesting thing i mean i have read this i read this hbr survey a long time back and it said that you know most of the senior leaders in big organizations large organizations small or big they they feel that their sales man their sales pipeline is not managed in the right manner 44 of the executives think that their organization is not is is they are ineffective at managing their you know their sales pipeline and that has been the concern of most of these sales leaders um you know they struggle to get their pipeline in place ensure that people lock their data right uh ensure that there is a proper workflow and sequences managed for uh for emails to go to the customer uh the email templates are whether the right templates are there uh for the for these sales web to actually shoot out the email so that is something which i would be very keen to understand because with the general perception that 44 people feel that you know um sales pipeline if not managed properly you're not going to get your sales happening and that's the order of the day today yeah that's very true because you have huge systems but you didn't but you don't have smart systems smartness is the one which will actually make the difference uh you know because when you see huge solutions out there they are too huge to be managed and a lot of times managing the system itself is going to be a robust task and then forget about smartness on top of it for you to be able to track and manage is going to be taking a lot of time so exactly that's where uh we get into urban pipeline management wow i mean when i when i go to my sales rep and i say you know these are the stages you have to put your uh your sales into different stages you know qualifying proposals and all so they immediately you know look at me and they said so much work we have to do so does woodwind solve that in making it in much faster and effective money yes uh definitely urban does that uh but uh it looks like there are a lot there uh there are there are instances where you are trying to fit in everything in one pipeline or one type of workflow customization is what you require at that time it's not that sales people are resistant to do so it's it's because people are not uh people have not tailored the solution as per their needs okay so looking forward to uh more understand more recently exactly so here we come to the spotlight of today's uh sales pipeline management with urum crm and today we'll be primarily focusing on these features uh starting from custom workflows uh to contact search task automation and smart reminder systems okay um okay so uh mahesh so so do all of your sales people work in the same way or do you handle all the sales uh processes in the same way um yes i mean our process are very simple we have a different workflow we have different regions see the best part is uh we have different regions we have the uh the north american region we have uh apac region so we have to have different workload workflows in terms of how the leads are assigned uh then how the leads are work uh and that's a big headache because sometimes uh an american customer who's awake in the night at nine o'clock would be sending a request it can get automatically i mean it will be morning let's say it's morning for in india it will automatically get assigned to our wealth in india so that is a lot of confusion so we i mean we are using one like we used to use one legacy system long time back and we used to face these challenges so okay how do i solve that uh does my solution seem any relevant on the screen uh yeah absolutely absolutely i mean yeah i mean indian workflow you know a different industry specific workflow exactly you think i have not seen it in most of the legacy exactly now now that you have different opportunities and different leads that you have to tackle and you have to follow different methodologies and different staging so you can create different workflows and you can rightly choose the uh the opportunity or the actual uh i mean you can rightly assign the kind of workflow that you want to be a part of so right likewise we have created different workflows for serving different needs of the customers so right now if you see these are the typical stages of workflow right what if i said uh so uh mahesh this question is for you again yeah uh are you always fine with having this kind of workflow uh see typical workflow is this this is what we look at but sometimes what we do is let's say it's an enterprise customer our workflow might change a typical smb customer my workflow will be different because uh for an enterprise customer i have to delete very separate in a different way they work for us to change the that has to change because the timeline has to change uh the way the the the workflows is managed has to be changed because from a deal to a cloud from a prospect to a closure stage uh for an enterprise customer it might take you know four to five months uh for an smb or a a small customer it might happen in a week's time so we have to align our uh you know workflow in in that manner yeah so even the stages that i show you right now on the screen are not relevant for all sort of opportunities so that is where we give the flexibility of configuring your own workflows your own stages your own processes so what i typically meant is you could build you could get your own sales team uh was working for different functions or different regions or different industries and they all can create the workflows of their of their type so right now if you see i have only six work uh six stages there but i could very well add one more stage saying that chrono review if at all you are you are you are pitching it to a uh you are pitching an hrm a system to a to a customer and if that has to be approved from a chro you can have a one you can have a stage called chro approval and so likewise you can actually configure the workflows as per your needs so is there any limitations on the workflow no so we support uh unlimited workflows but uh you can certainly not have 5000 flows very complicated i'm just very curious because some industries like uh we we serve lot of uh you know retail and pharma industries also so where we see a lot of different approvals and a lot of different sections which we which is required so that would really help if we have a different workflow there or let's say uh how does uh this function in a normal crm i mean forget if it is any other crm what happens differently there uh so for every crm uh i'm not quite sure if every crm supports you to have the workflows of your kind and so workflows configuring workflows is not just a usb we have smart automation task automation and reminder system which ensures that whenever you configure a workflow and whenever there is an opportunity or a lead which is in pipeline and if if the stages are not being moved you get elected okay and uh does does uh the solution also give a way to capture a lead let's say if it's an automated need to get uh captured exactly i'll i i'll take you to the through the entire journey of uh easily capturing the leads uh to easily managing task automation to easily managing reminders okay okay so this question is for you uh mahesh um how difficult is it for you to find prospects emails yeah i mean i have i mean i remember in my in my last organization we used to spend close to thirty to forty thousand dollars on business intelligence school this intelligent tool gives you the email address the phone number i mean that has to be separate you pay for the crm separate for the bi tool separate to get you that intelligence of permission basically we just use a lot of tools like zoom down and bracket words you know at some point of time but uh that is a cost again as a from a leader's point of view if i have to look at my p l again sales pipeline management is one but cost of adding these kind of intelligence tool if my crm could give me that information i'd be more than happy uh yeah so exactly that is what that is the pain point that we are solving so urwin has a lot of integrations with customer data platforms so what in content data platforms what it means is we internally integrate with different vendors so you could to go to a marketplace and then integrate with the cdp of your choice and then you could extract the leads right from sitting at the crm so you don't have to switch to another system you know i don't want to call out names of different customer data platforms but you don't have to move data from here to there there to here you just have to be focused on the work that you're doing and uh just go with the options that we have i'll pop it one place okay so do we get the all the details there i mean in terms of uh the email address phone number uh let's say what about linkedin information nowadays everybody is on linkedin now that is the biggest intelligence yeah i mean data available in the planet now as far as business is concerned exactly i see a contact on linkedin let's say connect the information like i mean we can only see their profile but can i get that number can i get anything so how do you do that and i mean that will be the biggest because half of the time my sales feel is on uh linkedin so i mean they are just researching they are finding a profile but sending them a uh you know sending them a request connect request and then they coming back and then getting the details what if they are get their details without even contacting them is it possible you got to be faster you've got to be on orbit absolutely exactly if he doesn't get the deal now he's not existing his deal goes off yeah so i'll get to that problem i have that in my mind but uh you know you also mentioned about uh managing the time managing your leads that you have so it doesn't matter if you have hundred thousand leads in your system until unless uh you're not automating stuff a lot i mean you're not uh automating automatic uh automating the the processes so exactly for the same purpose so we have something called task automation where we have different kinds of tasks so right now we are only looking at leads tasks you have opportunity tasks you have account tasks so what not so so what a task automation means is whenever a lead is being created or if for that matter even whenever a lead is a lead stage has been changed imagine uh you are in a situation where you would want to make informed decisions so whenever whenever there is a stage where you would want to send out a proposal and before that you definitely want to get in touch with them uh personally even before making a deal so here is here is how we have got you covered so we have something called task automation what it does is uh it kind of understands uh when do you want to fire the lead when do you fire when you want to uh trigger the task automation well be it lead creation or lead opportunity state change and then you can create a template of your choice saying that okay mahesh this lead has been moved to xyz to xyz status and then this is the priority and this is the due date and then you could also drop attachments and then you could also specify conditions to it okay yeah so that is one part of task automation or automating your work as an any i mean for that matter to manage your any uh opportunities or leads and the other thing is we also have something called reminders so let's say you uh now now that teams are more remote and you are quite not sure around who is managing which opportunity uh uh unless you are using guru in crm okay but with urban me you would definitely know how what is the state of uh your system so we have something called reminders so we have simplest to the uh you know the complex reminders that you could ever imagine so we have something called document expiry reminder so imagine if you had a uh if you had a partnership agreement with an organization and then it goes it kind of expires in xyz days so how do you get a reminder on top of it so that is that is very interesting because most of the time we have msas and contracts which are going to get expired exactly most of the time the sales unless and until he's a retention rep monitoring both farming and hunting unless he doesn't remember he will not come to know that his contract is gonna get expired of course there are ways to do it but this is a better and a faster way i think so because if we know that when this document or this contract is going to get expired i mean that's the fastest way i mean if we can get a reminder let's say uh a month before so we can get be prepared and we can get those things done so i'm sure we can put timelines into when you want the reminder to come exactly so yeah so as i said we got you covered uh so we have a very uh very flexible configurable and very practical for that matter i don't want to say that we are making very complex reminders so because end of the day it's a sales guy who has to consume the platform so we have always ensured that whatever we build is not just complex but it's also simple for the end user to consume so right now you can if you look at the reminder we have uh you know the way when you would want this reminder to trigger uh who do you want this to when when you do you want this to be scheduled who all should be notified and you know any concerns or content that you would want to add so you got that covered so a reminder is not just a reminder it it also gives you context underneath and it also works the way you want to okay yeah okay oops yeah this is your favorite part mahesh i think i'm here yeah yeah male plugins i mean yeah we are using multiple systems so how do you do that exactly so the biggest problem with sales people now is they are using multiple platforms so what it means is so they have to move from here and there and then you have so there are couple of crms who are just good at crms but but uh the other part of it is actually sales people consume lot of other platforms just not crm so email is actually key to it so we got you covered even there so we have a mail plugin extension through which you can seamlessly without even having to you know type in any of the information you can click on add contact and here you go this is this is what shows up and the moment you click on save and it goes just like that into the urban crm wow and let me tell you it's not just with the uh email sender imagine if you had like bcc cc you can add multiple contacts as either your leads or your prospects or whatnot or your candidate in your system so you can do a bulk operation as well quick question does it also track the open rate and close rate let's say it doesn't track like you know the mail is gone and you know the person has opened it one time two times so that does that track two yeah yeah definitely so if you if you're using urban campaign management or email services yes you you can definitely track whether the email has been reached or whether it says bones or you know whether it has been opened so all these metrics are captured okay sounds yeah i'm sure it must be a breather for all okay i am i'm glad you did not see that okay here you go oh yeah this is the uh interesting feature which i would want to know because yeah exactly everybody we need the details yeah we get it exactly so as we know that everybody is on linkedin gone is the facebook error i think it's the linkedin era where people are trying to be more social on professional platforms and people are also willing to are open to connect as well so that is the that is a big uh that is the very nice thing which i've seen on linkedin in facebook it was just you know people were there for uh different reasons but linkedin people are actually interested in trying to get connected and also to explore okay so having said that uh your sales people always have urban on their side and we will not let you down so we got linkedin also covered we have a linkedin extension um overwhelming extension through which you can you know you can do a lot of things but uh for the scope of this uh uh webinar we will just limit to you know either you can add contact or add a lead so you have you'll see a strip of urine strip here so the moment you linkedin extension and login and then bam so the moment you say add contact so you can see all that information here i i chose to hide my information yeah but so quick question so only if the profile or the contact connection has got the mobile and the email address that will be there right or by default these days everybody has their mobile number you're saying uh yeah so there are so okay this is how it works on linkedin so we also enter uh privacy settings of users who are there um so what it means is uh not every time you would be able to find email and contact number but again as we said we got you covered again so we have integration with uh you know content data platforms or customer data platforms so you see the fetch contact details here right yeah yes so the moment you click on it so we have our contact data platform integrations um or you we can do it uh do we can do the content data platform integration of your choice and we can pull in all the relevant information that you require which is on the open web and then we can you can seamlessly add the contact right away from here wow that's i mean this this is something this will be a game changer i feel because most of the time the sales that finds it difficult to get the i mean they are connected with everybody but i'm sure everybody doesn't give the contact details so even if they are not connected it's a better way to fetch the contact details and uh go ahead and prospect them so this is a feature which which i think so my sales team will uh use it effectively for sure i know they are already using it okay so having said that yeah i mean uh so these are these are some of the interesting thing uh uh uh but uh again my question from a product perspective or let's say i am a i'm a manager i'm a sales manager and uh if i have to pick up three or four points which as a as a sales manager why should i go ahead and use urban and why should my team use urban what do you think is the uh strength which we feel uh you know people should go ahead and buy google okay so the uh i understand the way the problem is coming from uh so overwhelm is just built for the people uh who are open-minded who are ready to explore who are ready to experiment so having said that so we have ensured that uh now now people uh are using different platforms to serve different purpose uh as i already mentioned so no matter what sales per people use and sales people do we have every every uh extension built into the system so uh i've only shown you now the email and linkedin extensions but there are wipe extensions there are uh mailing extensions uh so basically urban has native mailing capability and we have power bi capabilities as well which we did not explore as part of this session because we know people are rushing and we did not want to consume a lot of time so we have other capabilities as well so right now we have uh we have uh you have looked at tracking capabilities and tracing capabilities and once you look at the reporting capabilities you'll be just amazed so um sorry mice looks like your voice is breaking up a bit are you able to hear me now yeah i definitely there is a latency it's better yes okay so uh i think so let's leave a couple of minutes so that people can ask the questions definitely okay let's see if you have got any questions so so uh by the time people type their questions i have a question for you again uh you know i'm asking a lot of questions yeah um so if uh especially the i like the intelligence tool you know people are investing close to around fifteen twenty thousand dollars on uh bi tool uh so as of now are we able to get all the information or it is only the email addresses as of now we are getting because i understand we get the addresses and phone number it requires right yes yeah so these are the most required and most asked for uh so right now we do get email addresses and phone number but uh having said that there might be some limitations but most of the times you you definitely find somebody uh if at all they are on linkedin you kind of get the information okay okay okay i think so there are no more questions so uh so thank you very much guys thank you suji uh if anybody if anybody wants a quick demo of the product please reach out to us we'll be more than happy to uh you know showcase the uh ai tools uh of uh uh owen crm uh you know time to move away from the legacy and move to the modern way of uh managing your pipeline so thank you thank you everyone thanks sujin thank you thank you all thank you audience thank you mahesh thanks