The cost of new customer acquisition are around four times the amount relative to maintaining an existing customer. Whilst the direct cost of losing customers can be measured, there are also less tangible costs.. Benefits of CRM tend to cite improved customer retention and more precisely targeted marketing activity as key benefits realised from their …
Key to the success of any organisation is the performance of their sales team. Too often sales people work harder rather than smarter. Without the appropriate support, training and tools in place to support their sales activity they cannot realise the benefit of working smarter not harder. CRM of one of those tools that help …
Sales development is the process of warming up leads or prospects and readying them for the eventual buying decision. When sales development is used effectively, prospects are primed for decision-making when they’re handed over to sales closers, making the close of the deal easier to achieve. The function of sales is to sell directly to …
How well is your company managing its sales pipeline? Recent research revealed that 44% of executives think their organization is ineffective at managing their sales pipeline. This statistic is discouraging because there is a direct correlation between effective pipeline management and strong revenue growth. The research also found that companies that reported having ineffective pipeline …
Sales pipeline stages Sales people by their nature are optimistic people. The resulting effect of this is that Sales people tend to be overly optimistic with their sales forecasts Part of the reason for this, I believe, is the descriptors used in the traditional stages in the sales pipeline that to confirm to something like: …
One of the most difficult element when discussing CRM with existing or potential clients is quantifying the value that CRM brings to an organization. It’s somewhat tricky since putting a value on something intangible as CRM is always going to be subject to a few assumptions. Also each client uses the same CRM software in …
What’s the most important number that every sales rep needs to know before he or she can build an effective sales plan? Their Lead Deficit. To give yourself a solid chance of making your Sales Target you must know this number. I looked at a similar concept in a recent blog on Calculating your lead …
“Adoption” is almost a dirty word in the CRM world. While CRM systems provide visibility into deals and the customer lifecycle, sales reps often regard them as hurdles to active selling time. This makes CRM adoption on par with pulling teeth. With the right strategies, sales leaders can motivate their reps to embrace the technology …
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Sales’ Most Underutilized Resource The success of CRM deployments is fundamentally down to how successful the CRM adoption is within the team or the wider organisation. Recent research shows CRM utilization in organizations that are performing at world-class levels far exceeds that of the general population. So how can we ensue that our CRM adoption …
Selling is a challenging profession. The old school mentality is work harder. The new school perspective is work smarter. Smart selling is a key principle to working smarter. Sales encompasses so many element from lead generation, sales qualification, sales process and sales methodology to name a few. This blog looks at maximizing the days that …
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