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Hiring Sales People and Ensuring Their Success

Hiring Sales People - Help Wanted

Are you hiring sales people? Are you nervous about how to on-board them and teach them the processes that lead to success? Has your company’s past sales training process consisted mainly of a few days of product training and a list of potential customers and a pat on the back? Have you decided it’s time … Continue reading

Old Pros Teach New Inside Sales Team New Tricks

inside sales team build relationships

Are you building your inside sales team? You’re not alone, across industries and markets, new inside sales teams are growing and outside teams are shrinking or accepting completely new roles. Undoubtedly, there is some friction between the old pros, the traditional outside sales people, and the new inside team and their management.  After all, the … Continue reading

CRM Software Takes Control of the Asylum

crm software takes back asylum

If you’re not using CRM software or just struggling to make it work for you, consider this parable: “Jones!  There are three days left in the quarter and we’re 10% behind our revenue number!  What’s going on?!”  The yell came from the owner of the company and hit Keith Jones like a punch in the … Continue reading

How to Write a CRM RFP

CRM RFP Customer Relationship Management Request for Proposal

Deciding to write a CRM RFP is a tough decision for most organizations.   (Acronym Disambiguation: CRM = Customer Relationship Management; RFP = Request for Proposal). Typical businesses decide to implement a new CRM solution, for the first time or to replace an existing solution, and go through a “selection process” that is loosely structured.  Typically … Continue reading

Infographic: Cost to Build a Lead Generation Campaign in Salesforce

Cost of Lead Generation in Salesforce

Putting together a campaign for lead generation in Salesforce.com is more complex than you might think.  There are several pieces to the puzzle.  Our new Infographic “What Does It Cost to Build a Lead Generation Campaign in Salesforce” gives a summary of the required components and their likely costs. First, we decided to pick a … Continue reading

119 Facts About Email Marketing

Email Marketing Facts You Didn't Know

Facts About Email Marketing – Email marketing can be tough to master for even seasoned marketers.  I find that B2B brands wrestle with email marketing more than most.  The sales team tends to dominate the messaging and that’s typically not a good thing 🙂 Websitebuilder.org recently published a great infographic called “119 Facts You Don’t … Continue reading

Manage Accounting Information in CRM Software

Using Accounting Info in CRM Software

If you’re using custom or uncommon Accounting Software, having access to Accounting Information in CRM software can be difficult. Giving sales and customer service staff access to credit limits, credit balance, YTD sales and other information typically only available in your accounting system provides a better customer experience and reduces errors, canceled orders and wasted … Continue reading

Creating Email Templates for Sales Follow Up in CRM

Email Template for Sales Follow Up

One of the first things most people want to do with their CRM solution is to create email templates that sales people can quickly send to customers.  Sales follow up emails, requests for appointments and all the other types of emails that you send to customers over and over again each day. Your CRM system … Continue reading

Accurate Sales Forecast with CRM

Accurate Sales Forecast

How can you easily get a sales forecast with CRM solutions?  That’s supposed to be one of the primary reasons to get a CRM in the first place isn’t it? Managing the sales pipeline and creating a reliable forecast of revenue is one of the most common reasons companies implement a CRM solution.  But, just … Continue reading

Why is my CRM Project Stalled?

CRM Project Stalled

In 25 years of helping sales teams implement CRM solutions, I’ve learned there are two main reasons that CRM projects get stalled.  And believe it or not, that is happening to a LOT of businesses! As a CRM vendor, we’ve studied the reasons that deals don’t close and by an overwhelming majority, the primary reason … Continue reading

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