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
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
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
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
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
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
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
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
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
