CRM solutions can be tremendous sales tools, but the old rules about customer relationships still apply – and still contribute to successful sales. Although I survived – and often thrived – as a salesperson before I started using CRM software, I can’t imagine going back to a bulging Rolodex and file folders and paper scheduler. ... Read More
Members of a sales force are traditionally burdened with having to input tons of data into CRM, provide lengthy reports and engage in meetings with sales management—all so that their sales managers can formulate sales forecasts. Why on Earth would sales reps want to do their own sales forecasts in addition to all the administration ... Read More
Some of the top vendors of CRM solutions today promote that their CRM exists only in the cloud, so that it can be accessed through the web anytime, anyplace, anywhere. But if CRM systems truly empower sales reps to sell—which should be the mission of all CRM systems—should they exist only in the cloud? Read More
Part of the debate over the move to a cloud CRM solution centers around costs. Since data hosting costs comprise a significant portion of any company’s budget, it well behooves an organization to research this point thoroughly and learn the whole truth of the matter: is it more cost-effective to retain data resources on-site, or ... Read More
When considering a cloud CRM solution—or a move to the cloud in general—many companies still have a concern over security. A 2013 survey by 451 Research of enterprise IT professionals and decision makers revealed that security remains the primary concern relating to cloud-related activities. This is understandable, as exposure to the internet always carries some ... Read More
Traditional CRM software usually misses the boat on the actual purpose of a CRM solution, which is to increase sales velocity. Instead of serving merely as a monitor for salespeople, it should actually empower sales reps to sell better and faster. The data entered into CRM should assist sales reps in moving their sales forward. Fortunately ... Read More
Your CRM system has been in place for several years, and countless hours have gone into implementation, training, tweaking and campaigning for its use. Management has been able to use CRM, at least to some degree, to track sales, and other departments such as tech support and customer service have been using it as well. Read More
Depending on your company, trialware offerings, sales presentations, and product demos are often the domain of separate departments. Trialware is often the responsibility of programmers. Depending on the product, a demo can be in the hands of Sales or Development. Presentations are nearly always considered the territory of Sales or Marketing—but rarely both. These are ... Read More
Sales forecasts are a vital component of any business. In order for a company to survive let alone succeed, sales forecasts must be as accurate as possible. Such forecasts usually originate in the sales department, but their influence goes well beyond Sales: they are utilized for a company’s financial projections. To the degree they are ... Read More
Most companies have probably been through it: A CRM tool is chosen and implemented. Almost immediately, issues start arising. Sales can’t actually use it to track their sales. Sales management can’t seem to analyze sales data from it. Other users can’t figure it out. IT staff are flying all over the company trying to assuage ... Read More
Traditional CRM tools didn’t offer much in the way of benefit for a manufacturing sales force. Shying away from the plentiful reporting required by such applications—and also not perceiving that such solutions would provide much assistance in controlling their sales—many manufacturing salespeople have continued to use Excel spreadsheets and other similar solutions for tracking sales. Read More
In recent blogs we’ve talked about the necessity in today’s sales world of insight selling; of providing valuable insight to the prospect company. But there is one step in insight selling that cannot be overstressed: in order to provide the right insight, you need to listen. If you ever watch an expert salesperson in action, ... Read More
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