CRM software (Customer Relationship Management) improves customer service, enables marketing automation and provides management visibility into marketing ROI, deal flow and sales staff performance. CRM software requires planning and patience to implement successfully.
Is your sales process disorganization holding you back and preventing you from reaching your goals? The reason most sales teams lack consistent process is that they can’t get everyone on the same page, following the same process. New software will not fix that problem by itself. Of course, providing automation and making life easier can … Continue reading
Is your team onboard? Do you know what to ask customers? Do you have key processes written down, step by step? Are you staying in touch with all of your past leads, past customers and current clients? Do you feel snowed under with so many other daily tasks that you’ve run out of inspiration for … Continue reading
I recently had the opportunity to appear and interview with Nathan Latka, the Founder of Heyo. In the video, Nathan and I recapped the launch and growth story of SalesNexus in 2003 using real data to inspire other small to medium sized businesses that are looking to increase their market share, customer lifetime, and overall lead generation. … Continue reading
Sales Team Metrics – So, how good is your sales team? If your answer is fuzzy (as in, “they’re pretty good,” or “I’m sure they know what they’re doing”), you could be wasting a lot of salary on salespeople who lack either the proper training or adequate motivation to do their jobs right—and that could … Continue reading
Salespeople CRM Excuses – Salespeople can be finicky, but you don’t want them any other way. After all, they are the divas of your company, setting their own schedules and driven by results instead of sitting at their desk waiting for the whistle at the end of the shift. That being said, you still want … Continue reading
Many have heard the age-old saying, “it’s a poor craftsman that blames his tools.” While it is important to have the right tools to have sales process automation success, it is easy to dismiss a CRM and automation solution because it doesn’t show results immediately. Often, this lack of results is due to a misunderstanding of the … Continue reading
When shopping for a CRM, the costs associated with various aspects of a software package might initially make the numbers look odd. Why, after all, would you spring for Premium CRM Support when a cheaper option was available? The truth is that customer relationship management requires knowledgeable users, so this support feature must be paid for, even if you … Continue reading
CRM Customization – The lead-to-sale process varies from business to business because companies do not necessarily operate in the same way. While standard, general-purpose CRMs are easy to implement right away, they force organizations to align their processes with generic, default system features, rather than the solutions mapping onto the business’ way of doing things … Continue reading
Here’s something to think about: the goal of your marketing and sales teams isn’t to make sales—it’s to create loyal customers (“brand advocates,” as some would have it). Why? Because if yours is like most businesses, about 80% of your sales come from just 20% of your customers (the so-called “80/20 rule“)—your best customers, the … Continue reading
You’ve ordered the new software and have given your IT people the orders to prepare for the implementation of the new CRM system, so everything is ready – right? Maybe not… CRM is Not Designed for DIY It isn’t that CRM software isn’t worthwhile or that establishing an effective CRM system won’t pay dividends, it … Continue reading