In my last blog I looked at Sales Processes. On reflection I thought that it was important to define how a sales process is different to a Sales Methodology. Fundamentally a ‘Sales Process’ is the approach or map for how to perform a task in selling. The ‘Sales Methodology’ is the ‘how’ of selling as a …
What is a Lead? There are many different lead definitions available, I use the following as a basis of a lead within ProAptivity: “a qualified prospect that is starting to exhibit buying behaviour”. I look at this further in a recent article called ‘qualifying a prospect. Once we an agreed lead definition, there are other criteria …
This article considers how a formal sales process can make your work more effective, improve performance, and even help you close sales quicker. What is a sales process? The sales process helps us identify and qualify those opportunities that fit squarely into our sweet spot. Then it guides us through the sets of activities we need …
Great news for businesses investing in CRM technologies. The UK Government has launched a ‘Help to Grow Digital scheme. This scheme will operate alongside the Help to Grow: management scheme. Qualifying businesses will be able to obtain up to 50% discounts on CRM software. There are other qualifying applications that help businesses build customer relationships …
Planning and preparation are critical CRM adoption principles, as they are in most other walks of life. In this blog we look at some key elements that are critical to a successful CRM adoption. The market for CRM software was approximately $52B 2020 and is projected to grow globally to in excess €120Billion bt 2028. …
The need for good data quality within an organisation is often one of the key drivers for implementing a CRM. This also became a legal requirement for organisations under GDPR. Supporting this, I also shared an article looking at why GDPR was good for sales. In this article, i will consider the key benefit tha …
Off the shelf CRM vs bespoke CRM. Clients often ask me to explain the benefits of an Off the shelf CRM vs bespoke CRM. The answer is fairly simple, it is down to two factors, budget and requirements. This is a question I am faced with on multiple occasions. An existing customer contacted me recently …
When you work in sales, developing your negotiation skills and strategies is crucial. If you want to win more deals, you need to approach every sales negotiation knowing how to prepare and what a win-win outcome should look like. In this blog, we will introduce you to some key sales negotiation skills to help you …
Good qualification is keep to understanding early the signs your prospect isn’t going to buy. We only have a finite amount of time to sell, so when we are selling we need to ensure that the prospects we are engaged with are likely to purchase from us, rather than our competitors. Salespeople might appear to …
I’m often asked what are the reasons to work with a CRM Solutions Partner. The answer are varied. CRM means a lot of different things to a lot of different people. Fundamentally it covers the relationships you have with your contacts and customers. It includes leads who are only just becoming familiar with your company’s …
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