An effective CRM should offer a business the functionality to grow and change with their changing business needs. Having the facility to constantly iterate the CRM around the changing processes of your business is critical. In this post we look at some of the key ingredients that effective CRM’s should offer. Effective CRM – A …
When your company is well synchronized with market needs, prospects buy and money flows. Unfortunately, few companies can maintain a constant flow. Salespeople churn out demonstrations, samples and proposals. Marketing departments churn out newsletters, ad copy and brochures. But not enough prospects close. What makes the sales funnel flow faster? The key is coordinating your …
Three Strategies to Make Your Sales Funnel Flow Faster Read More »
The No Decision Outcome In 20-plus years of B2B selling, the most common competitor I have encountered in sales, the competitor who is always present and who wins way too much of the time is the “Status Quo”. This is more commonly known as the no decision outcome. To gain better insight into why the …
The perfect pipeline is hard to achieve. A sales pipeline helps you understand your sales process, increase your sales and make you confident about your data. Yet, it has been suggested that 63% of organization’s are ineffective at managing their sales pipeline. Recent published research by Vantage Point Performance (VVP) has put forward a new …
Finding great sales talent isn’t hard. The real challenge is retaining great sales talent. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can believe in, then you’re already in a good starting position. Here are 5 simple things you can do that …
Savvy sales and marketing professionals know that all prospects are not created equal. Lead quality varies widely based on a large number of factors. Understanding what those factors are can give organizations that work with leads and prospect a significant advantage over their competition. A recent study looked at historical data, across millions of leads, …
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 …
What Your Bad Sales Forecast Is Telling You (and What You Should Do Next) “How accurate was your last quarterly or monthly sales forecast?” That’s how important, and revealing, your sales forecast is. It’s a culmination of all the people and processes you have in place. Like a thermometer reading, it reflects your organization’s overall …
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