CRM or customer relationship management, allows businesses to manage business relationships and the data and information associated with them in order to drive sales growth Why you should invest in CRM software There are several reasons why companies invest in CRM software: 1. Data management Having a master data management tool, like a CRM system …
No matter how good you are, there are always ways to get better, and ways to continue boosting that winning percentage until you’re finally crowned a champion. That’s why Best-in-Class organisations undertake Win / Loss Analysis. If we understand what we have done well that can then be engrained into our sales strategy. More importantly, …
In a recent post I looked at a number of sales metrics used in managing sales performance. With some many indicators available, which are the most critical sales metrics for a sales leader to manage? I have selected the following 5 metrics as the most beneficial to a sales leader in managing sales performance. 1 …
Listen closely. Your lead sources are trying to tell you something. Some are shouting, “I’m a wellspring of sales-ready leads! Focus your energy and resources on me.” Others are grumbling, “My leads are expensive, and they don’t convert. Cut me loose. Now.” Are you getting the message? One important way of evaluating your sales leads …
“Consultative selling is an approach that focuses on creating value and building trust with a prospect. It focuses on exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product.” Recent research by Gallup finds that less than half of customers believe sellers adequately …
CRM. From its beginnings as a glorified list of contacts, modern CRM has matured in something much more powerful—and much harder to define. Today’s CRM systems house and make sense of unlimited points of customer data; generating leads, capturing sales performance, marketing campaigns, customer service cases and more information about a customer can be just …
One of the most important skills in a salesman’s toolkit is their ability in successfully qualifying a prospect. This qualification determines how likely the prospect is to purchase from you, rather than your competitor. Successfully qualifying a prospect helps determine our success as sales professionals. It quickly determines if the relationship should continue, and if …
Quantity versus quality. Have you ever onboarded a customer only to wished that you’d never closed that sale? This is what happens when you sell to a prospect that has a poor or non-existing match to your organisation’s product or service offering. A sales rep has potentially up to 35% of poor prospects that they …
Prospects typically use objections when we (salespeople) fail to convey the Value Proposition effectively. That is, the value the customer receives when buying a product or service from us, rather than the competitors. One tool used to help salespeople understand their Value Proposition is the Value Proposition Canvas. The Value Proposition Canvas is a tool …
Often when speaking with clients, business owners and managers ask, Is my business too small for CRM? Research reveals that CRM is not optional for small businesses of any size, but fundamental if the wish to compete and grow in today’s marketplace. I have looked at similar questions recently including Why my business needs CRM …
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