Before we jump on all about ERP and CRM, Picture this. A well-known office supply company with 200 employees and two warehouses had a meeting with a large corporate client. If they landed this corporate contract, it would add an additional $157,000 per month in top-line revenue. The meeting was going well until their point… Continue reading ERP vs. CRM: What’s the Difference Between CRM and ERP
On the one hand, a recent survey found that 91% of sales reps missed their quota. On the other hand, top-performing salespeople meet 125% (or more) of the quota. How are they doing that? Is it just because they’re that good? The answer is likely because they have a robust sales pipeline system that supports them in… Continue reading What Is a Sales Pipeline and How Top Sales Reps Use It
It’s supposed to be a game changer. Apparently, the right CRM system will take your business from zero to hero. If that’s true, why do as many as 70% of CRM projects fail? Are we missing something? How can a CRM system be necessary for your business if most people using it fail? It actually… Continue reading Is CRM Really Necessary for Businesses Today
Understand my sales pipeline? Are you kidding me? I don’t want to understand my sales pipeline, I want to use my sales pipeline to make more money. It’s my job as sales manager to sell my company’s products and services, not talk about how I feel or try to understand my pipeline. This is a… Continue reading Do you understand your sales pipeline? (Most teams don’t)
How hard should your LinkedIn profile work for you? Your LinkedIn profile can be a career maker and reputation booster in the right hands. If it’s used well, your LinkedIn profile can provide you with a steady stream of ongoing opportunities, regardless of your role in your organization. I’ll show you how to do this.… Continue reading 4 Goals Your LinkedIn Profile Should Achieve
Sales forecasting increases sales revenue and customer growth. Use upsell, down-sell and cross-sell opportunities to meet your sales goals.
Do you remember the 3% rule? Only 3% of your prospects are ready to buy at any given moment. Jeremy Miller, author of Sticky Branding, says 90% of your customers are not ready to buy. 30% have a need, but they’re not ready to buy 30% don’t have a need 30% will never buy from… Continue reading How to shorten your sales cycle with sales forecasting
What do most people think of salespeople? It’s not good. A recent survey from HubSpot Research, “found only 3% of people consider salespeople to be trustworthy.” Gallup’s annual rating of the honesty and ethics of various professions consistently ranks salespeople at the bottom, below members of Congress. It gets worse. Tom McMakin, author of the… Continue reading Sales outreach: Best practices you should avoid, bad habits to embrace
Your customers all want the same things. They rarely get it. It’s often very difficult for them to get what they want from sellers. Salespeople are given mantras like “ABC, Always, Be Closing” and expected to produce results. They typically aren’t allowed to complain. When organizations struggle they often blame each other. Marketing blames sales,… Continue reading What your inside sales team needs to close the sale
The majority of salespeople, 75 percent, suck at selling. According to Dennis Connelly, vice president of business development at Kurlan, “For lack of a better word, they suck.” This isn’t just speculation either; there’s a mountain of data to back this up. What kind of data? The Objective Management Group has evaluated more than 2,204,760+… Continue reading Sales enablement 202: How to 2x your revenue per customer
