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Sales Accountability, Do or Die?

Sales Accountability

Inmates running the asylum? Salespeople doing what they do with no real accountability? Salespeople are great at telling stories and that is precisely what makes them challenging to manage.  “What did you do today?”, asks the manager.  “I met with 5 awesome prospects today.  One is big enough to make my quote for the year!”, … Continue reading

CRM Contact Limits

CRM Contact Limitations

What goes in your CRM?  Contacts!  Customer’s names. Did you know that CRMs like Salesforce.com, Zoho, Hubspot and Infusionsoft all limit the number of contacts you can store in their systems? These limitations may not be a problem if you’re a local business or you’re focused on a very specific niche.  However, it’s easy to … Continue reading

Should CRM talk to ERP?

CRM ERP Integration

Does your ERP talk to your CRM? First, ERP stands for enterprise resource planning.  It can be used to refer to accounting systems and also solutions that manage inventory, product pricing and shipping.   Popular ERPs include Sage 50 (formerly Peachtree Accounting), Microsoft NAV, Epicor Vista and Viewpoint Vista.  Of course, many small businesses use QuickBooks … Continue reading

Is Sales Training Worth the Investment?

You're Wasting Sales Training Dollars

Sales know how is essential to sales success in any industry.  The learning curve of a sales person can be very slow and expensive if they’re relying soley on first hand experience. Investing in sales training makes a lot of sense for new, inexperienced sales people and certain programs can even be valuable for seasoned … Continue reading

How Many Emails Can I Send?

How many emails can I send?

How many emails can you send from popular email marketing solutions?  That’s a tough question to answer that the vendors themselves don’t make that clear.  Each has their array of packages and options and the devil is definitely in the details. In particular, for B2B marketers with sales teams, the landscape is difficult to navigate. … Continue reading

CRM Cost – How much does CRM really cost?

CRM Implementation Success

Determining the real cost of purchasing (or subscribing to) implementing and maintaining a Customer Relationship Management (CRM) system is undoubtedly a challenge.  And that’s before you begin running the numbers on what the return on that investment in CRM will be! And truly, that IS the point.  Ultimately, the overall cost of the CRM should … Continue reading

CRM Cost – How much does CRM really cost?

Determining the real cost of purchasing (or subscribing to) implementing and maintaining a Customer Relationship Management (CRM) system is undoubtedly a challenge.  And that’s before you begin running the numbers on what the return on that investment in CRM will be! And truly, that IS the point.  Ultimately, the overall cost of the CRM should … Continue reading

Can Sales Teams do Email Marketing?

7 Ways Sales Teams Win with Email Marketing

I bet you didn’t know you’re already in the email marketing business, big time! How many people on your staff are sending emails to clients? How many of those emails are directly impacting the client’s relationship with your company and your revenue? Of course, sales teams are the greatest example of this!  Every time they … Continue reading

Sales Engagement Optimization

Today, September 10th, 2015, SalesNexus will present “Sales Engagement Optimization” to the American Association of Inside Sales Professionals (AA-ISP) at their Boston meeting.   Presented by SalesNexus CEO, Craig Klein, the talk covers:   – The financial return of lead nurturing – The process a B2B buyer goes through – How sales people scare prospects … Continue reading

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