Over the years, we’ve worked with literally thousands of companies considering a CRM system. Big companies, small companies, in-between companies. Some bought ours, some bought someone else’s, and some did nothing. It is this last group that this paper addresses. I recently polled an industry group of manufacturers who sold capital equipment and services to a narrow, B2B mar … [Read more...] about The CRM Debate Goes On: Do We Really Need It?
The common way for sales teams to get automated is through a CRM system. Early adopters of CRM have managed to iron out the flaws and have settled down to life with CRM doing a pretty good job of assisting with customer experience—making it as good as you can. Salespeople and sales managers use the CRM system. If the CRM is implemented correctly, they have to. Sales, however, i … [Read more...] about 20 Reasons to Share Your Sales Process With Your ComputerReason No. 3 – Singing from the same page.
This article is dedicated to sales managers. We have discussed a lot about methods and tools that assist salespeople in their work, but how can we help managers? What is the important information they need to work effectively with the team? Contrary to the conventional wisdom found in many companies, when it comes to sales productivity indicators, less is more. That is, just a … [Read more...] about How to be Highly Effective in Sales Management
When I write about selling I wince every time I have to use one of the two E words — Efficiency and Effectiveness. These occur so much in sales language that we’ve become complacent about their impact and meaning. All salespeople want to sell more — and they can creating more opportunities (Efficiency) or by winning more opportunities (Effectiveness). I go overboard with the E … [Read more...] about Sales Effectiveness and Sales Efficiency: A Thought Experiment
Imagine someone is buying a car simply based on the quality of the dashboard instrumentation. The speedometer is more accurate than an average car, there is a wonderful navigation system that provides the driver with details of their journey, and a number of additional instruments displaying the engine condition. All of this is nicely presented with an attractive design and … [Read more...] about Your CRM Solution – Great Dashboard and Poor Results