When you started out in business and had only a few customers, it was easy to keep track of them with a simple spreadsheet and your inbox. But as you’ve grown larger, and the number of communication channels has grown, you’ve probably reached the point where you need a more efficient system. These are just …
Running a CRM solutions business, just like running any business, is challenging. This challenge is multiplied by the general perception that CRM is simply ‘software’. In our 30 years of experience, we can say with confidence the successful CRM implementations are not directly correlated to software, but rather to how well the ‘software’ is designed …
Successful CRM Implementation Requires Software Plus Skills Read More »
There’s good reason why industry analysts commonly use time horizons of at least three years when helping CRM vendors and customers set expectations for the total expense of a CRM project. Few organizations have unlimited budgets, and in most cases, CRM is not a one-time cost. It’s important to understand the full costs of CRM …
There is a perception that the costs outweigh the benefits of CRM for Small Business. This is in fact incorrect. Small businesses can elevate their competitive advantage, customer experience and realise great customer through implementing a simple CRM solution. I looked at this question in some of my recent articles, one on is my business …
A healthy sales Pipeline is critical to an organisations sales success. You might think you have enough deals to make your number. But in truth, your sales pipeline may be clogged with dead ends. A healthy sales pipeline is one where new business opportunities are well qualified with your business offering the most convincing sales …
A Stagnating Sales Pipeline can be an classic indicator that your sales performance is in decline. Are your sales efforts producing a Stagnating Sales Pipeline It is inevitable that at some point sales processes and sales methodologies will fail to maximize revenue and provide your organisation with the growth in new business that it needs. …
The top reasons for implementing CRM are driven by a company’s desire to improve both business processes and individual performance. Organisations want to elevate their customer experience management and fundamentally improve profitability. Many successful CRM implementations have proven that recording, analysing, and more closely managing prospect and customer relationships is an effective way to derive …
The Consultative Sales Process is an investigative approach to sales. Rather than telling prospects what they need, you ask prospects thought-provoking questions that help them identify their own pain points. Ultimately, with a consultative sales approach, prospects will steer themselves into making their best decision. Benefits of the consultative sales process There are multiple benefits …
As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple issues beyond simply price. having looked specifically at sales negotiation in a previous blog, below I have looked specifically at the negotiation process. Negotiation, by definition, is the process by which …
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 for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into …
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