Rewrite the Technological Landscape

Meng Qian came to Ali again at 8 o'clock the next morning. At this time, Ali's sales team was having a morning meeting. Also interested?"

Hearing Li Qi's voice, Meng Qian turned his head, "Morning, Mr. Li."

Li Qi casually looked at Meng Qian, and then said, "Let's go, I'll introduce you to colleagues from the technical team."

Although Li Qi's gaze just now was only for a moment, Meng Qian still noticed a trace of obvious weirdness, but at this moment Meng Qian still didn't understand what Li Qi was thinking just now.

After Meng Qian nodded, he followed Li Qi to a small room inside, where there were now seven men plus Ma Yun.

Meng Qian greeted several people one by one, and then Ma Yun personally gave Meng Qian a copy of the system requirements, "Mr. Meng, please take a look at it first, and we will discuss it if you have any questions."

"Okay." Meng Qian sat down and carefully read the requirements and wrote down the key points in his notebook.

Ali's main requirement is that the salesperson's customer information is conveniently input, conveniently managed, conveniently classified, conveniently marked, conveniently extracted, conveniently contacted, etc., so that the system can help the salesperson handle those tedious and repetitive tasks.

Another very important requirement is the customer protection mechanism, including reducing the phenomenon of hitting orders and preventing customer loss, which requires the use of customer database and customer attribution mechanism.

The last point is to refine each process of the sales end, and improve management efficiency by controlling the sales process.

In general, Ali's demand is to create a personal assistant for sales. Such a system is not very comprehensive in later generations, but in 2000, it is still very practical, and Ali can think of it in this era. It is really not easy to get on the CRM system.

Meng Qian noticed that the request was written very professionally, probably written by Li Qi.

Meng Qian turned around and said to Ma Yun, "Mr. Ma, I have basically understood your needs, and it is not a big problem to build such a system, but I have a few small opinions, I don't know if I can share them. "

"Of course, I wish for it." Ma Yun always looked very enthusiastic.

Meng Qian walked to the blackboard beside him and began to write, "This is how I look at your company's overall needs. There is nothing wrong with the listed needs, but too much attention is paid to the sales results themselves. In my opinion, a complete CRM system It should be a system integrating sales, training and management.

Let’s talk about training first. Whether it’s from the perspective of employee retention or corporate culture, companies cannot do without training. So what can CRM do for training? Let me give you an example to share experience.

For many new employees, their work is confused and passive. Traditionally, the company will use group training or mentoring system to guide new employees, but from the perspectives of learning efficiency, resource waste, etc. For those that need to be optimized, we can build an experience pool in the CRM system at this time, classify and summarize past sales experience and use it as a learning channel for future newcomers and a template for imitation.

For salespeople, before you have your own mature sales habits, you can use other people's skills to increase your probability of closing an order. "

Although the thing Meng Qian said is called training, in fact, the core of it is another thing. He just deliberately said it implicitly to imply Ma Yun, and also to prevent himself from overdoing it as if he knows everything, especially not overdoing it. Know so much about the future.

Because this very core thing was not known to the world in China in 2000, but in later generations, people with mature sales experience can probably recognize that this thing is sales speech, also known as sales skills. Many new salesmen are very resistant to this thing, feeling that their performance has been restricted.

However, mature salesmen understand the importance of sales speech and sales skills better, because when you mature enough to have your own sales style, of course you can do whatever you want, but maturity takes time to accumulate. Instead of flying around like a headless chicken, it is better to apply other people's words and skills, not only to learn something, but also to directly achieve the result of the transaction.

This thing is nothing new in the sales companies of later generations, but in 2000, this thing was very new.

Sure enough, Meng Qian had already seen Ma Yun's pensive expression.

Meng Qian continued his suggestion, "In addition, we must not forget about after-sales issues while paying attention to pre-sales. An excellent company cannot do without excellent sales, let alone excellent after-sales service.

Because sales can bring one-time transactions, but after-sales can bring long-term transactions. So I suggest that we also add an after-sales system to collect, organize, and integrate customers' after-sales needs, after-sales feedback, and continuously improve our after-sales strategy.

In my opinion, the after-sales strategy includes active return visits, customer satisfaction surveys, customer care, complaint and suggestion mechanisms, and many other aspects.

Speaking of this, I have to mention another thing that I think is very important, the customer analysis system, through the customer analysis system, helps sales to understand customers better, and helps companies better realize upstream strategies. Of course, the design of the customer analysis system will It is relatively complicated, which we can discuss later. "

Meng Qian paused, seeing Ma Yun nodding subconsciously, and then continued, "Finally, I would like to make another suggestion, that is, since we want to build our own CRM system, we should build another ERP system.

In the traditional concept, the CRM system and ERP system of an enterprise are independent, after all, they are two different systems, but I think this is wrong, because the company is a whole, then the system should also be a whole, combining CRM and ERP The integration of the system and the integrated management of front-end sales and back-office financial administration will make the company's overall operating efficiency higher, and the improvement of the company's overall efficiency will naturally have positive feedback on the company's business development. "

"That's right, why didn't I think of that!" Li Qi beside him couldn't help sighing.

Seeing Meng Qian put away his pen with a smile, Ma Yun stood up and said, "The things Mr. Meng said really benefited me a lot, Li Qi, what do you think?"

"I think every opinion Mr. Meng put forward is extremely precious, and even opened up our thinking, especially the idea of ​​connecting CRM and ERP. I think it is very far-sighted. But... from a technical point of view, how to realize these need?"

Looking at Li Qi's expression, Meng Qian smiled lightly, "Don't worry, since I dare to ask for it, I can naturally do it."

Li Qi smiled heartily, "Then I can only say, I can't wait."

At this time, Meng Qian noticed that Ma Yun and Li Qi looked at each other, and then Ma Yun said, "Then what is Mr. Meng's charging standard?"

When it comes to money, Meng Qian put in a lot of effort yesterday. After all, the price difference between 2000 and 2019 is too big. He really doesn't know how to ask for a reasonable price, but he saw Ali from the news. Recently, 20 million yuan of financing has been confirmed, including Softbank's investment.

So last night Meng Qian finally made a decision like this, "Mr. Ma, this is my consideration. If you like it, I hope that I can achieve a long-term cooperative relationship with your company as a technical consultant.

I charge a certain amount of consulting fees every year to provide solutions and optimization suggestions for all technical problems of your company. As for the CRM system this time, including the ERP system that may be built together later, I will give it to you for free as a meeting gift. In addition, yesterday I also mentioned that I also have a lot of optimization suggestions for your company's website. Of course, it goes without saying that bug fixes are packaged together. "

For Meng Qian, it is better to take this opportunity to build a long-term good relationship with Ali than to earn Ali's money once, and Meng Qian definitely wants to buy a little bit of Ali's shares in his heart, but he has no money now and has not arrived yet. It is better to establish a good relationship first to get the qualifications for shares directly. After you have money, it is easier for the boss to accept a little bit of shares if you want to come to Malaysia.

Ma Yun asked directly, "How much consultant fee does Mr. Meng want?"

"500,000 a year."

Ma Yun and Li Qi looked at each other again, "Mr. Meng, can you wait for a while, let's discuss it for a while."

"Of course, I understand." Meng Qian said that he went out and waited.

After Meng Qian went out, Ma Yun asked Li Qi directly, "What do you think?"

"If he can really make this CRM system and the subsequent ERP system according to the needs he said, this alone is worth 500,000 yuan. Now I care more about him, Lao Ma, do you think This Meng Qian is a bit abnormal."

"Isn't it normal?" Ma Yun looked at Li Qi suspiciously and motioned for him to continue.

"Just take a detail, from yesterday to today, we have been calling him Mr. Meng, do you think that Meng Qian is not uncomfortable with this title, he seems to accept this title naturally.

But he is just a freshman. Why is he so natural? I believe you can also feel that he is a very humble person. I think his naturalness is not because he thinks he is awesome.

In addition, the aura he showed throughout the whole process really didn't match his age. Sometimes I felt that he seemed to be older than me.

In addition, the suggestions he just put forward, in addition to being insightful, also showed his deep understanding of the sales industry and the development of enterprises. "

"What do you mean? Say something straight." Ma Yun didn't get to Li Qi's point.

"I feel that Meng Qian is a bit too unfathomable. Although he is probably a genius, we still need to be more vigilant."

"You mean, reject him?" Ma Yun's face was full of reluctance.

However, Li Qi immediately shook his head and denied Ma Yun's speculation, "Of course not, no one can resist the temptation of this kind of practical genius who is a dual business online, I just think we can agree to his demand as a consultant, but We can't make the company too transparent in front of them.

We can use him, but if we use him, we have to guard against him. Of course, I know that you have no doubts about employing him, so this is my personal opinion and suggestion. "

"Why don't you go back to him first and then reply to him?" Ma Yun thought about it seriously, not sure if he really hesitated or said such a sentence to test Li Qi.

Li Qi shook his head again, "We have actually met some geniuses before, and you should have the impression that geniuses have their own personalities. Meng Qian doesn't want to join Ali, which means that he wants to be free. This kind of freedom means that he is not just can serve us.

We are hesitating here, others may not be hesitant, we just need to grasp the degree well, besides, it is only 500,000, no matter what kind of person he is, there is no need to leave a bad impression now . "

Ma Yun looked at Meng Qian's figure outside through the glass window, thought for a few seconds, "Go and call him in."

Li Qi had Li Qi's worries, Ma Yun listened to it, and at the same time he also made his own decision.

After Meng Qian entered the door again, Ma Yun and Li Qi had put on friendly expressions. Ma Yun walked up to Meng Qian and said, "We don't think there is any problem with your request, so sign the contract today?"

A stone in Meng Qian's heart fell, at least Ali's money was earned, "I don't have my own company here, so I can only sign this contract in my own name. Of course, I have already passed my 18th birthday. gone."

"For talents like Mr. Meng, we don't stick to these details."

Afterwards, the two sides had a polite chat for a while, and in the morning everyone finalized the final requirements together. Everyone had a meal together at noon, and the contract template was drawn up at the company when they came back. The two parties expressed their sincerity again, and finally decided to give Meng Qian 100,000 yuan first, and then give it to Meng Qian after the system and website are settled. 300,000, and another 100,000 at the end of the year. In addition, Ma Yun offered to give Meng Qian 1% of the sales profit at the end of the year.

After signing the contract, Peng Lei directly took a bag containing 100,000 yuan and gave it to Meng Qian.

In the afternoon, Meng Qian left first. He went to the bank to apply for a bank card to save the money, and then went to buy a mobile phone.

In the future, I will have to deal with more and more people. Without a mobile phone, it will definitely be a hassle.

I found a large mobile phone store nearby. As soon as I entered the door, Meng Qian saw many unfamiliar mobile phone brands, such as Ericsson, Siemens, and Alpha. Of course, there are still memories of a generation, such as Nokia and Motorola.