Course Content
Introduction to GreeneStep CRM
Understand the role and significance of CRM systems in modern business operations.Gain practical knowledge of configuring and managing GreeneStep CRM System. Develop skills in user access management, reporting structures, and organization chart setup. Learn to implement effective performance management strategies using CRM tools. Learn communication and collaboration skills through CRM platforms. Acquire proficiency in setting up and optimizing business processes within GreeneStep CRM. Apply CRM systems in various business scenarios, including employee training, and day-to-day operations management. Analyze and utilize CRM data for decision-making and improving business outcomes.
0/6
GreeneStep ‘Lead to Cash Process’ Management
00:00
CRM System Overview
00:00
Implementation of CRM & Best Practices and Challenges
00:00
Navigating GreeneStep CRM
00:00
Customer 360 in Greenestep
00:00
CRM Video Explanation
00:00
Lead Gen / Lead Qualification Process
Understand the role and significance of CRM in Revenue and Sales processes. To comprehend the role of financial statements, especially the balance sheet, income statement, and cash flow statement, in evaluating sales performance. To utilize ratio analysis and common size statement analysis for evaluating sales performance and financial health. To understand how sales and revenue works inside the GS software
0/7
L2C process Implementation in Greenestep
00:00
Leveraging Financial Data for Sales Insights using ERP
00:00
Financial Analysis for Sales Optimization
00:00
ERP in Action for Financial Analysis
00:00
Cash Flow Management and Sales Forecasting made Simple
00:00
Assessment
00:01:00
Understanding Financial Statements for Sales Analysis
00:00
Customer Order Management
Management (SCM) and its role in business operations. Identify and explain key components of Distribution Management within SCM, including distribution channels, inventory management, and warehousing. Describe the order fulfillment process and its importance in ensuring customer satisfaction and efficient distribution. Analyze the significance of logistics and transportation in SCM and its impact on overall supply chain efficiency. Recognize the integration of CRM with SCM and its benefits in centralizing customer data and enhancing customer satisfaction. Explain the role of CRM systems, particularly as designed in GreeneStep's software, in streamlining operations and resource utilization within SCM. Understand the key modules and processes for SCM, including SCM, sourcing, delivery, logistics, return management, and performance indicators. Discuss the application of IT in SCM and its contribution to enhancing communication, collaboration, and decision-making across the supply chain
0/6
L2C process Implementation in Greenestep
00:00
Concepts of Distribution Industry Supply Chain Management & Importance
00:00
Overview of Supply Chain Management in CRM
00:00
Supply Chain Management Process in GreeneStep ERP Integration
00:00
Benefits and Key Features of SCM
00:00
CaseStudy Analysis
Purchases and Inventory Management
Identify the key activities involved in the procurement process. Recognize real-world examples of procurement activities across various industries. Learn how procurement contributes to effective supply chain management. Understand the steps involved in the procurement process in detail. Comprehend the importance of supplier assessment and key elements involved. Explore the benefits and implementation of e-procurement. Identify the advantages and risks associated with outsourcing in procurement. Grasp key aspects of inventory management and related strategies. Understand the use of ERP systems in procurement and expense management. Learn how ERP systems streamline procurement activities and enhance efficiency.
0/7
L2C process Implementation in Greenestep
00:00
Introduction to Procurement in Supply Chain Management
00:00
Role of Procurement in Supply Chain Management
00:00
Supplier Assessment in Procurement
00:00
Outsourcing: Benefits and Risks
00:00
Inventory Management
00:00
Utilizing ERP Systems in Procurement and Expense Management
00:00
Invoicing and Tax Compliances
Explain the pivotal role of financial management in organizational success, using real-world examples. Analyze the risk-return relationship and its impact on investment decisions. Apply time value of money (TVM) concepts to assess the worth of future cash flows. Evaluate capital budgeting techniques (NPV, IRR, Payback Period) and understand capital rationing. Calculate the weighted average cost of capital (WACC) and its significance in financing decisions. Interpret EBIT-EPS analysis to determine the impact of financing choices on earnings. Differentiate between operating and financial leverage and their effects on profitability. Discuss theories of capital structure and their implications for corporate value. Formulate a dividend policy that aligns with company goals and shareholder expectations. Manage working capital effectively by optimizing cash, receivables, and inventory. Forecast working capital requirements based on business needs and market conditions. Tax management using ERP
0/7
L2C process Implementation in Greenestep
00:00
Introduction to Financial Management
00:00
Financial Analysis and Planning
00:00
Capital Budgeting and Capital Rationing for Investment Decisions
00:00
Financing Decisions Concepts
00:00
Working Capital Management
00:00
Tax Management
00:00
Performance Analytics
Grasp the fundamental concepts of data, including its types, sources, and the classification of digital data. Differentiate between data science, statistics, mathematics, programming languages, databases, and machine learning. Comprehend the definition, importance, and key objectives of business data analytics within ERP systems. Learn the steps to integrate business data analytics into ERP systems and understand the role of BI tools.
0/6
L2C process Implementation in Greenestep
00:00
Introduction to Data
00:00
Introduction to Business Data Analytics
00:00
Implementing Business Data Analytics in ERP Systems
00:00
Real-Time Analytics
00:00
Data Visualization
00:00
Accounting and Compliance
Understand revenue recognition methods and their application in different business scenarios. Identify measurement issues related to accounts receivables and manage them effectively using ERP systems. Classify inventory types and apply appropriate valuation methods. Comprehend various depreciation methods and automate calculations through ERP systems. Accurately account for long-lived assets, including their depreciation. Distinguish between equity and liability and manage them using ERP systems. Apply lease accounting standards and manage lease agreements in ERP systems. Interpret and prepare components of an annual report using consolidated financial data from ERP systems. Grasp fundamental principles and concepts of financial accounting. Generate trial balances and prepare final accounts. Understand cost accounting terminology and the creation of cost sheets. Develop and control budgets, utilizing ERP systems for detailed cost tracking and strategic planning.
0/6
L2C process Implementation in Greenestep
00:00
Fundamentals of Accounting
00:00
Revenue and Receivables
00:00
Asset Management and Depreciation
00:00
Equity, Liabilities, and Leases
00:00
Understanding the Annual Report
00:00
June14-GreeneStep CRM (Backup Copy 1)
About Lesson

Introduction to GreeneStep’s CRM and its Lead to Cash process

GreeneStep is able to streamline the process from Lead to Cash while giving the company complete 360-degree journey visibility and information on various fulfillment operations. It is an effective and efficient business solution that provides you with confirmation at every step to ensure each step is being completed. Overall, GreeneStep CRM  has proven to increase billing efficiency, customer satisfaction, and sales productivity—all of which are important to company growth and sustainability.

GreeneStep Lead to Cash Process

Contact to Lead:

When potential customers’ new inquiries come through a contact form or other modes, the Sales Rep fills out Lead details, acquiring customer information. Leads from various channels like social media, company websites, email, or phone calls are imported into GreeneStep CRM. Profiling data are auto-populated to assist the Sales Rep in reaching out accordingly.

Lead to Opportunity:

Sales Reps review the prospects’ information, classify, and assess them based on the company’s Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL) criteria. They contact customers to build relationships and discover their needs, thereby turning the lead into a sales opportunity.

Opportunity to Quote:

Proposals and quotations are created to track the sales pipeline. The Sales Rep can generate sales quotations, which can be negotiated with the customer. The system streamlines the process by auto-populating data across forms.

Quote to Order:

When the customer is ready to order, the Sales Rep can create a sales order directly from the lead or convert a sales quotation. The data defaults from one screen to the next, automatically populating necessary sections, including item search, quantity, price, tax calculations, and delivery date. Related accessories and substitute items can also be recommended for upselling.

Order to Cash:

The Sales Order is sent to the Warehouse for fulfilment. The Warehouse team picks, packs, and ships the order, and an email notification is sent to the customer upon shipment confirmation. The Sales Invoice is then generated and sent to the customer via email. Once the customer makes a payment, it is applied and reconciled in the system.

Summary of Steps in GreeneStep Lead to Cash Process

  1. Contact to Lead:
    • Sales Rep fills out Lead details from new inquiries.
    • Leads are imported or entered into GreeneStep CRM.
  2. Lead to Opportunity:
    • Sales Rep reviews, classifies, and assesses leads.
    • Sales Rep contacts customers to build relationships and discover needs.
  3. Opportunity to Quote:
    • Proposals and quotations are created and managed.
    • Sales Rep negotiates with the customer to finalize the quote.
  4. Quote to Order:
    • Sales Rep creates or converts sales quotations into orders.
    • Data is streamlined and auto-populated across forms.
  5. Order to Cash:
    • Sales Order is sent to the Warehouse for fulfilment.
    • Shipment is confirmed and notified to the customer.
    • Invoice is sent to the customer and payment is applied and reconciled

The “Lead to Cash” (L2C) process outlined for GreeneStep closely aligns with the course modules of this course “Mastering CRM and Lead-to-Cash Processes in Business for MBA professionals.” We will discuss L2C process in each of the course module in depth for better understanding.

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