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Sales Management

Demonstrating CRM's Value to Your Executives

Demonstrating CRM's Value to Your Executives

Imagine: you are a marketing executive who is jazzed to add a strong technical aspect to your marketing strategy. You realize the benefits to a marketing technology with targeted email campaigns, automated social media and lead generation capabilities. Picture: you are a sales executive seeking a way to better funnel your company’s sales pipeline and lead qualification process.

The CRM Way of Life

The CRM Way of Life

Each person in the CRM workflow has interest in the system for a different reason. Management would like a system that is more trustworthy than a stream of spreadsheets; they want the best chance to close sales, attract prospects, generate referrals and optimize customer relationships. With a growing dependency on technology, your coworkers want some sort of system that will help them do their job with ease. Customers would like to have their records easily accessible so they don’t have to repeat themselves.

Closing the Marketing and Sales Gap

Closing the Marketing and Sales Gap

In today’s business world, both sales and marketing are said to be pursuing the same goals, namely revenue, shareholder value and market share. However, even with the same overarching goals, they are not on the same page in achieving them. It even can feel like they are working against each other. According to a recent survey, over 90 percent of companies don’t believe their departments are lined up. Shouldn’t they be able to get along when working towards the same objectives? Surely this clash is rooted from multiple sources: different lingo, history of mistrust and conflicting metrics.

Tips for Selling to the Executive

Tips for Selling to the Executive

After time filled with calling, emailing and scheduling, you and your company finally have a meeting with a company executive. You feel you are ready to go, but are you prepared for the executive you are about to encounter? How well do you really know them: their likes, dislikes, how they take their coffee? Members of the C-Suite are humans, just like you and I. Therefore, when negotiating with a member of the executive team, it is important to understand their personality and how they work.

The Power of Upsell and Cross-Sell with CRM

The Power of Upsell and Cross-Sell with CRM

There is a lot of value in cross-sell and upsell opportunities as it relates to company success and the bottom line, in addition to the advantage of the customer. It is a win-win situation. The customer gets all their needs met and the best product possible for their business, while the company receives increased profit. On top of those benefits, it is much easier and less costly to cross-sell to existing customers as opposed to wooing and winning over new clients. Research has even defined it as being 50 percent easier.

How CRM was Changed by Cloud

How CRM was Changed by Cloud

In today’s technology environment, cloud is an everyday term. Cloud integration has become one of the fastest growing areas in enterprise software as a whole. One of the greatest victories for business in the evolvement of cloud are Customer Relationship Management (CRM) systems. The story of CRM has been a rapid movement from on-premise systems to cloud offerings.

Balancing Insights and Creativity in Marketing

Balancing Insights and Creativity in Marketing

When flooded with information from customers, prospective leads and trends in the marketplace, it can seem difficult for marketing teams to find the ideas in the data that will assist in boosting sales and productivity.

The Six C's of CRM

The Six C's of CRM
  1. C is for Customer: Customer is the key word! If your customer is not at the heart of your Customer Relationship Management (CRM) strategy, you will not get the full investment. Consider:
    • How will the information in CRM benefit the customer?
    • How can CRM be utilized to speed up the process to benefit the customer?

Four Signs You Are Ready for a CRM System

Four Signs You Are Ready for a CRM System

Even the best sales person has a limit on the number of calls, emails and meetings obtained with current and potential clients. In today’s business landscape, companies must act fast and be incredibly agile in their business strategies and processes. To remain competitive, each company must have a strategic system in place to assist in acquiring new customers and retaining current clients. Each company can either choose to move forward or fall back.

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