crm software

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

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

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

Sales Ethics

sales ethics

What are your company’s sales ethics? Of course, when we typically think about the ethics of our companies, we think of our values, mission statement, HR, accounting and even production.  Shareholders, the board and management establish the values, HR communicates those values to the staff, marketing communicates them to customers and of course, customers experience … Continue reading

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

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

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

Empowering Customer Decisions with CRM Process

Facilitating Decisions with CRM Process

What’s the most precious commodity in relationships with customers?  With decades of experience working closely with clients, my answer is that it is either  time or trust. Obtaining a customer’s time is where a tremendous portion of salespeople’s effort goes which generally is in the interest of earning the customer’s trust. You can have time … Continue reading

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