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Successful CRM adoption
A successful CRM adoption looks different within each organisation. Just as the drivers for implementing CRM vary, so does the definition of success. In a
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Our expert business blog offers insight into CRM Software trends and best practices. Browse our articles for quick reads, advice, and guidance on all matters CRM.
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SPIN Selling
If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework
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What is CRM?
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
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Win / Loss Analysis
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
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Managing Sales Performance
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
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Evaluating your Sales Leads
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
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Consultative Selling
“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
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Defining the CRM system requirement
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
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Qualifying a prospect
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
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Ideal Customer Profile
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
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Value Proposition
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
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Is my business too small for CRM?
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
