Door to Door Cable Sales & Auditing 101

5 Reasons Cable CRM Can Still Take Advantage of the World Cup

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The USA-Ghana match in the 2010 World Cup on Saturday was the third most watched soccer game in US history. Despite the heartbreaking 2-1 loss, Cable operators should recognize the opportunity presented by a record number of people streaming the World Cup to handheld devices and personal computers. This trend is most certainly going to continue for the remainder of the World Cup as well as for other sports. The opportunity for MSOs is to use their cable CRM to create routes for DSRs to sell and cross-sell the multiple cable platforms of data, cable and cell so subscribers do not miss any game action.

One of the reasons for the increased use of cell phones and PCs during the 2010 World Cup is because the games are scheduled everyday of the week and with the huge time differential (South Africa) many people are unable to watch TV from their homes or sports taverns during weekdays. This makes the choices for listening or viewing limited to recording games or streaming. A CRM specifically designed for the cable industry can help increase sales because:

1. Demographic lists can be purchased targeting fans supporting tournament teams. These list can then be used to generate routes for maximum effectiveness.
2. The sales cycle approval time is greatly reduced. The availability of online credit checks, customer and promotional information using handheld devices slashes the approval times and allows the subscriber to watch, listen or record games faster. Sales are made faster and subscribers are happier.
3. DSRs can offer subscribers multiple platforms for watching games. For example, watch weekend games at home with HD cable, recording games if subscribers are unavailable during games and cellular service for streaming gamecasts.
4. Many tournaments have multiple games scheduled at the same time but on different channels and some sports fans will want to have the capability to watch all the scheduled games at one time via multiple TVs or combination of TV and computer.
5. DSRs will be able to visit more potential subscribers in the same amount of time by replacing a paper based sales systems with an automated solution. This occurs because DSRs can retrieve route information and submit sales online thereby reducing the number of visit to the office and keeping them in the field longer.

Whether it be the 2010 World Cup or the next NCAA basketball tourney, Cable MSOs have much to gain by transforming an archaic sales process into a streamlined and directed sales organization using Sales Force Automation(SFA). MSOs only need to be careful to limit their own DSR streaming capabilities so that DSRs are working instead of watching the games themselves on their cell phones.

Tell us how you take advantage of major sporting events to increase sales. If you liked this article you may also enjoy reading:

• Selling the World Cup with Cable CRM
• How to Choose a Best Of Breed CRM
• SFA - Going the Last Two Feet to Get the Sale

Selling the World Cup with Cable CRM

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The 2010 World Cup in South Africa starts this weekend and runs through July 11. This event is 30 days of glory and heartbreak for many of the world's top athletes and is the most watched sporting event in the world. As an avid soccer player and fan I know firsthand that many people who normally will not even watch TV will find themselves in neighborhood bars, clubs and meeting halls to watch their favorite team play. At the same time many others would like to enjoy the games from their homes. This represents an ideal target market for Cable operators to make new sales or up-sell and cross-sell to subscribers in a short period of time using CRM SFA a cable salesforce automation tool.

The Time to Act is NOW

In 2006 over 2 billion people watched the World Cup Final, this is almost 20 times the viewership for the most popular Super Bowl. The excitement building throughout the globe can be seen in the following two videos. The first video is from NIKE and does an excellent job of catching the spirit of the games and what is at stake. The segment featuring Wayne Rooney of England says it all. The second video is a humorous clip about the Australian Football Team, watch out for those darn Crocs.

NIKE FOOTBALL WRITE THE FUTURE - FULL LENGTH VERSION

Australian football teams secret training camp exposed!

How can a cable operator take advantage of the passion the World Cup brings out in people. The answer is sending DSRs out into the field to cross-sell and up-sell subscribers. Using a CRM specifically designed for the cable industry, sales management can preselect routes based to target Soccer aficionados. DSRs making the sales call will have the latest promotional packages available on their handheld devices. The best part is, the sales approval time using SFA is sharply reduced because customer information is acessible on the the handheld allowing for instant on-demand credit checks. This means, the client can sign up this week and be approved in time to watch all the games.

The Hidden CRM TA Advantage

Through the use of CRM TA for tap audits cable operators can also identify areas or subscribers that may be receiving service they do not pay for. Targeting specific addresses DSRs can gently inform these customers that watching the World Cup requires a subscription. No one is going go to want to miss the big game.

We hope you all enjoy watching your favorite team (GO USA), Looking for your favorite teams 2010 World Cup Schedule. If you liked this article you may also enjoy reading:

• Marketing CRM For The Next Generation Cable Operator
• Top 5 Reasons to Use Mobile Devices for Door-to-Door Sales
• 5 Reason to Sell Cable Services During the Holidays