Your organization might produce high-performance rainmakers; A-players that outclass the average sales rep. But it’s not enough. An A-player sales team isn’t enough if your organization doesn’t have the tools and processes it needs to perform consistently. If your sales team isn’t consistently on the same page, your organization won’t achieve the traction it needs… Continue reading 7 Tools Top Performing Organizations Use to Build a Sales Funnel
What’s the secret to more sales conversions? It’s relationships. Researchers at Korn Ferry found that customer relationships and sales processes are the primary contributors to sales success. The stronger your customer relationships and sales processes, the easier it is to win more deals. That’s probably not a surprise. That’s the problem; most seasoned salespeople know… Continue reading Sales outreach: The unexpected strategy you can use to convert more prospects
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-of-contact asked this question. “How much toner do you have on… Continue reading CRM vs. ERP: The Difference & How It Affects Your Revenue
What’s holding your sales team back? A recent survey found that 57% of sales reps missed their quota in 2018. That number ballooned to 84% in 2020 due to the pandemic. Sales teams have bounced back since the pandemic, but quota attainment is still pretty terrible. But why? Is it your sales team or your… Continue reading What Should Be In Your Sales Pipeline? What Top Performers Know
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?
Are CRM tools absolutely essential for startups today? It seems like the answer is supposed to be yes (especially since we sell CRM software). But what if it’s not? What if it’s possible to build a thriving business without relying on a CRM system? Let’s take a look at an unexpected source for the answer.… Continue reading Why your startup may fail without CRM
The failure rate is 90%. An article on CIO.com estimates that the failure rate for CRM projects ranges from 18-69%. Are failure rates for CRM projects really this bad? It’s worse. According to Scott Edinger, in his post for HBR, the failure rate was actually closer to 90%. “The numbers ranged from 18% to 69%. Those failures… Continue reading Which type of CRM is best for your startup or small business?
Understand my 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 mistake.… Continue reading Do you understand your sales pipeline? (Most teams don’t)
CRM Automation Overview As the manager of a sales team, you’re constantly juggling competing priorities. You’re keeping track of the health of your sales Pipeline, ensuring your team is staying on track and following up on leads, and perhaps evening managing your own deals and opportunities. It’s imperative that you optimize your workflows to remove… Continue reading Modern Automations – Ensure that your CRM is working for you!
“We’ll let you know when we’re ready.” Have you ever had a prospect feed you some version of this line? “Why don’t you give me a call in two weeks? I should have an answer for your then.” We know how that usually goes; these prospects string you along, using your hope for a sale… Continue reading How to use CRM software to shorten your sales cycle