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Business Management

Funneling the Customer Experience

Funneling the Customer Experience

The battle between technology and the humans who use it has accelerated companies’ inability to deliver excellence to clients, partners and prospects. Why? Because they’re relying on inaccurate and poor data and systems. 

Clearing Sales Hurdles with CRM

Clearing Sales Hurdles with CRM

The goal of a sales department is straightforward: make revenue for the company with new and current clients. Salespeople must be fast and efficient with finding leads, qualifying them, then closing the sale…something much easier said than done. One of the most valuable assets for business leaders and sales departments is time and, unless the laws of physics have changed, everyone gets the same 24 hours per day. Bottlenecks and hurdles occur more often than expected, eating into your day.

Putting Sales in Marketing Automation

Putting Sales in Marketing Automation

If you’re a salesperson, I know what you might be thinking when you hear the phrase, “marketing automation”: “What’s in it for me?” The answer is “a lot!” Though they are sometimes at odds over their methods, marketing and sales really do have the same goal in mind…to increase revenue and profit for the company.

Keys to Successful Adoption

Keys to Successful Adoption

Investing in a new technology platform comes with time, learning and trial and error. However, the benefits of adding a system, such as marketing automation, to your organization is worth the investment. These investments, when fully implemented and adopted, can produce an impressive return on investment. They allow organizations to better personalize their efforts with customers and improve their actions moving forward. 

With Data Comes Power

With Data Comes Power

In the Brothers Grimm fairy tale “Rumpelstiltskin,” a poor miller’s daughter was able to spin ordinary straw into gold. In many ways, business data is similar in nature: a series of ordinary tables contain rows and columns of data representing business entities, objects, transactions, interactions, numbers, dates and other bits of information that can be transformed into something of value to your business.

CRM Tells All

CRM Tells All

In business, information is power. The better and more complete the information available to your team is, the greater the potential to achieve even greater results. The same mindset is applicable with Customer Relationship Management (CRM) information.

Aligning with Customer Motives

Aligning with Customer Motives

According to a recent survey regarding the customer experience, 76 percent of customers see customer service as the true test of value.  About 70 percent of clients say they do not forgive a bad service experience, leaving a low client forgiveness rate following a negative experience. The high-cost associated with losing a loyal customer is causing companies to realize that optimizing customer service is a critical priority. In order to keep their customer base loyal and happy, companies are investing in opportunities that ensure delivery of a consistently positive customer experience.

Engaging Your Sales Veterans in CRM

Engaging Your Sales Veterans in CRM

Change can be difficult, especially for a seasoned veteran. Whether it’s a sales territory, product line, company structure or even a technology change, your company’s long-time salespeople will not be enthusiastic about adjusting to the use of a Customer Relationship Management (CRM) tool. These seasoned veterans have created a system based on the processes they know and changing that system typically is not a task they enjoy doing.

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