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Funnel Math using your CRM Solution

CRM Solution for Funnel Math

Is your CRM solution able to clearly break down the numbers that drive your marketing and sales funnel?  “Sales is a numbers game.” is true.  Sales performance is ultimately measured in actual sales numbers but, the meaning of the cliche is different.  Winning at sales is about understanding the other numbers that drive sales results … Continue reading

Why Combine CRM and Marketing Automation

Combining CRM and Marketing Automation

The benefits of combining CRM and marketing automation are tremendous and very profitable.  In fact, one of the primary reasons businesses decide to implement their first CRM solution is to get their customer and prospect list organized to enable email marketing and other outreach. Frank Paterno detailed these benefits here.  A few of the highlights … Continue reading

Your Customer’s Buying Process

customers buying process

What is the buying process your customers goes through?   It’s not because they saw an awesome presentation, it’s because they have a need or a problem that is affecting them on an emotional level.  Even in business situations, people buy for emotional reasons. We all have pretty basic emotional needs, and in the end, … Continue reading

2017 Sales Goals – Is Your Team On-Board?

sales goals 2017

Do your salespeople have goals for 2017?  Whose sales goals are they, theirs or yours? If your sales team hasn’t taken ownership of the goals you have for them, then you’re in trouble. If they don’t have the means to tie their daily activities to those goals and measure their progress, then expect things to … Continue reading

Sales Growth and Lead Generation are Biggest Business Priority

lead generation and sales growth

It’s no surprise that acquiring and retaining customers topped GetApp’s recently released survey of SMBs’ biggest priorities for 2017.  Of course, that means lead generation, customer service initiatives and maybe implementation of a CRM solution. But, there much more to it than that.  First, the study showed that reducing costs and improving IT infrastructure are … Continue reading

Finding Your Mission in Life – Sales Training

The best salespeople have a strong inner drive that keeps them motivated and hunting for the next lead, customer and order.  Investments in sales training are unlikely to pay off if the salespeople are not sufficiently motivated to learn, adapt and change their habits. That’s one of the reasons it’s common to ask a potential … Continue reading

3 Mistakes B2B Brands Make in Lead Generation Emails

Lead Generation Emails

Lead generation emails for a B2B sales team are one of the most challenging type of email marketing to get right. Below are the most common mistakes we see B2B brands make with their email marketing to potential leads.  Plus an example lead generating email at the end!  We’ve also put together a video series … Continue reading

Inside-Out Selling Released in Time for 2017 Sales Training

Inside Out Selling

Inside Out Selling – Sales training programs and sales books have not evolved as quickly as the marketplace you’re competing in.  If you’re managing salespeople, you know that there is a lot that’s “new” that salespeople must master in order to be successful in today’s marketplace. Prospects and customers are harder than ever to get … Continue reading

Example Value Words

Value Words for your Company Culture

What are your Values? It’s the end of the year and there are a lot of annual planning meetings going on over the next few weeks.  One of the fashionable activities is to craft a list of values, as a part of defining your culture. Here’s a handy list of good “value” words: Achievement Adventure … Continue reading

CRM Measures Engagement, not Just Activity

Customer Engagement Dashboard

Measuring salespeople’s performance is a journey, not a destination.   Measuring sales results is step one.  Step two is measuring sales activity.  Step three is the when CRM measures engagement. For most, just knowing the number of leads generated or calls made is a huge step forward.If you’re not measuring basic things like this, then … Continue reading

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