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
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
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
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
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
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
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 – 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
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
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