Savvy sales and marketing professionals know that all prospects are not created equal. Lead quality varies widely based on a large number of factors. Understanding what those factors are can give organizations that work with leads and prospect a significant advantage over their competition. A recent study looked at historical data, across millions of leads, …
Revenue Growth is as much about fixing the ‘leaky bucket’ with our existing customers are it is about new customer acquisition. Bringing new customers onboard without plugging the holes feels no different than trying to push water uphill. To put life back into your company’s revenue growth, it is critical to take a close look …
During an economic downturn, consumers are more price sensitive and tend to spend less. Customers have lots of choices. The key to managing a recession successfully is to offer consumers something they can’t easily get elsewhere. Whether it’s a special experience, in-person advice, or a little of both. One way to recession proof your business …
CRM is critical business tool that enables data-driven intelligence. It helps eliminate non-revenue generating activities. and optimises resource productivity. Covid19 has decimated sales in the second quarter of 2020 for lots of businesses. Focus now turns to Q3 and Q4 of 2020 in an attempt to recover lost ground. The normal economy is not returning …
FACT: New customers do not contribute to the profitability of the businesses in the first two years after acquisition. The acquisition of new customers can cost five times more than satisfying, retaining and potentially cross-selling and upselling to current customers. It is therefore vital that, as a business, the Customer Lifetime Value if understood and …
The challenge in realising the benefits of CRM All too often, businesses buy a new CRM system expecting it to transform their business overnight. Then it ends up just acting as another customer database, with a bit of sales pipeline and customer interaction tracking attached. So you end up in a situation not that different …
John Wanamaker (1838-1922), was a US department store merchant considered to be the “pioneer of modern marketing”. He famously said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” – a quote that has become embedded in modern marketing. Recent marketing trends have revolutionized or rather digitised …
Buyers are increasingly making large purchasing decisions digitally with limited or no face to face involvement. Innovative organizations are rapidly scaling inside sales teams in order to drive effectiveness and efficiency. The business world is rapidly changing. The days of staffing Inside Sales with low skill and low cost resources is over. Pointing Inside Sales …
Excel is often used by businesses as a cheap alternative to CRM software. Excel has numerous limitations when it comes to updating, collaborating, storing and retrieving critical business data.
How many sales metrics are you using to make strategic decisions? The recent explosion of business intelligence and analytics tools has resulted in an organizations ability to measure every sales metric possible. Often the problem is not a lack of KPI’s, rather too many Key performance Indicators (KPI’s). For most businesses 5 KPI’s is …
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