When it's comes to sales, nothing is more important than reaching defined goals and achieving results. I'd like to stress the importance of DEFINED goals. Every professional has a certain amount of productivity they must maintain. In order to do so, it's important to not only define your goals, but to also clearly understand them. As for me personally, this has become relevant as our last team meeting addressed how we must all begin to actually document our goals and put them in writing. At first, this seemed like a no-brainer. Write them down and stick to them; however, I underestima
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Now that Microsoft Dynamics CRM 2011 has been released, let's take a moment to look at some new enhancements and features that are available. Luckily for me, as I am an end user, most of these features and applications apply to people that rely on this tool the most. As you may have read in the previous blog post, "Perspective From the Everyday User...", I stated that it can sometimes be difficult for end users to make changes to CRM without having to get in touch with an IT professional; however, it seems
As of mid-January, Microsoft has released its latest version of CRM to the cloud. It’s been a long time waiting, over four years to be exact, since Microsoft has released a version of Customer Relationship Management. Microsoft Dynamics CRM 2011 is currently available for cloud users and is expected to be on-premise February 28th.
Without a decent CRM system, some meetings with the sales manager go something like this...
Tim Fargo, and Bill Jentarra, I recently put together a white paper on Enterprise Enrollment Management (EEMS) for small group health insurance applications, which covers the issue set that enrollment plays in this space. Get it here: http://www.toplinestrategies.com/eem
The difference between a CRM failure and a CRM implementation that delivers a high return on investment -- often comes down to user acceptance. If users don't enthusiastically embrace CRM, then the initiative may not only fall short of the ROI objective, the entire CRM initiative will surely be at risk. Sales users only embrace a CRM initiative if the toolset delivers to their self-interest -- optimizing the productive interaction between the salesperson and the customer/prospect.
We've all seen it. The team heads out to an appointment and someone asks "who are we meeting with?" That is followed by "what are we there to talk about." The quality of the pre call planning is dependent on the length of the drive to the prospects offices! That is not good business even in great economic conditions. In this economy, when appointments and qualified opportunities might seem more scarce, it is a disaster.
In his well written sales blog, Dave Kahle offers some great advice about how to prepare and plan for a sales call.
I have heard sales forecasting has been described as a process, as science, as an art. In his "Heavy Hitter" blog, Steve Martin calls forecasting what it should be- a commitment.
TopLine Strategies put together a rather cool little piece on MS xRM for IT. Some see xRM as the next big thing for CRM firms.
If I can simply trade twinkies for four more years of my life, I would be crazy to ignore that opportunity. And it’s the exact same for selling big deals. Why would you want to stay sloppy and slow when you could be a rockstar?