Sales POP - Purveyors of Propserity

Todd Martin

Todd brings over 20 years of sales and executive management experience to Pipeliner CRM, most of it exclusively within the Customer Relationship Management (CRM) industry.

Author's Posts

7 Ways to Manage Relationships With Your Star Customers

7 Ways to Manage Relationships With Your Star Customers

For Sales Pros / Jul 3, 2014 / Todd Martin

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

Sales Force: Why Do You Own Sales Forecasts?

Sales Force: Why Do You Own Sales Forecasts?

Sales Management / May 3, 2014 / Todd Martin

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

Should CRM Systems Exist Only In the Cloud?

Should CRM Systems Exist Only In the Cloud?

For Sales Pros / Apr 24, 2014 / Todd Martin

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

5 Cost Benefits of a Cloud CRM Solution

5 Cost Benefits of a Cloud CRM Solution

For Sales Pros / Apr 15, 2014 / Todd Martin

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

Cloud CRM: What About Cloud Security?

Cloud CRM: What About Cloud Security?

For Sales Pros / Apr 10, 2014 / Todd Martin

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

Auto-Calculated Fields in CRM Software

Auto-Calculated Fields in CRM Software

For Sales Pros / Apr 3, 2014 / Todd Martin

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

When Should You Replace Your CRM System?

When Should You Replace Your CRM System?

Sales Management / Mar 22, 2014 / Todd Martin

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

Accurate Sales Forecast Is Crucial to Manufacturing

Accurate Sales Forecast Is Crucial to Manufacturing

Sales Management / Feb 15, 2014 / Todd Martin

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

CRM Tool ROI: Fully Know Before You Go

CRM Tool ROI: Fully Know Before You Go

For Sales Pros / Feb 3, 2014 / Todd Martin

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

Leading-Edge CRM Tools: New Benefits for Manufacturing

Leading-Edge CRM Tools: New Benefits for Manufacturing

Sales Management / Jan 25, 2014 / Todd Martin

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