CRM Software, Recents, Sales Management, Sales Training
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...
CRM Software, Recents, Sales Management, Sales Training
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...
CRM Software, Lead Generation, Recents, Sales Management
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...
Recents, Sales Management, Sales Training
In the recently released “Inside-Out Selling”, we talk about the importance of finding your mission in life and include a few exercises for salespeople to use themselves and for sales managers to use with their team, as a part of an overall sales training...
Email Marketing, Lead Generation, Recents
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...
Recents, Sales Management, Sales Training
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...
Sales Management
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...
CRM Software, Recents, Sales Management, Sales Training
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...
CRM Software, Support
SalesNexus introduced new “multi-select” drop downs to organize customers in your CRM. Previously customers often created large “grids” of check boxes in order to track and categorize customers that required large amounts of screen real estate...
Recents, Sales Management, Sales Training
This time of year really is insane! Especially for salespeople and sales teams with annual planning etc! We all have holiday events to attend, gifts to buy and things to wrap up before year end. However, sales teams inevitably end up trying to wrap the...
CRM Software, Recents, Sales Management
You know its a great idea to survey your customers about various things. Have you ever thought about surveying your sales team? Whether you’ve hit a sales growth ceiling, are entering new markets or planning new hiring, a survey can be a great way to be sure...
Podcast, Sales Management, Sales Training
I recently had the opportunity to appear on Andy Paul’s Accelerate podcast. Andy is a great host with tremendous insights on making sales organizations hum. He’s had his hands in the sales growth of businesses of all types and sizes and is just fun...
CRM Software, Recents, Sales Management
The 2016 Presidential Election is just over and lots and praise is being heaped on the Trump Campaign’s data analysis team for spotting trends and focusing the campaign on key audiences. Clearly, the other side and essentially the entire punditry and polling...
CRM Software, Email Marketing, Recents, Sales Management, Support
There are hundreds of CRM solutions available with a vast array of features for every type of user, industry and situation. Yet half of CRM implementations fail to reach the goals management has for the CRM system. In most cases, CRM failure comes in the planning and...
CRM Software, Recents, Sales Management
Everyone wants a sales dashboard, but what should be in it? Many online CRM solutions come complete with out of the box dashboards, but sales managers quickly find this generic information not specific enough to be actionable. What you define as a lead will not...
