Score More Sales

APRIL 26, 2013

What is new in CRM in 2013? Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM? What are some pitfalls when deploying CRM? Give your opinion about integrating marketing automation into CRM? What has not changed much?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

OCTOBER 18, 2013

These items above are a basic minimum in 2013 (heading into 2014) for a seller. Townsend Wardlaw , a colleague who has spent years focusing in the CRM space simply says: It’s not a tool problem…never has been and never will be… It is a process and workflow problem. Can We Fix Anything with a Magic Wand? Close More Deals.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

SBI Growth

SEPTEMBER 2, 2012

Analyzed win/loss reason our reps fill out in CRM. Does the stage of the opportunity logged in CRM sync with where the customer is in the buying cycle? Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013. Organizations doing these things aren’t poor performers.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Understanding the Sales Force

FEBRUARY 17, 2014

When companies are considering and selecting CRM applications, the choice needs to be made by the people who will be reviewing the data on the dashboard, reviewing the reports and holding salespeople accountable for using the application. The information in the CRM is typically not sensitive company information.

CRM 274

CRM Webinar Metrics Engineering Report 274

Sales and Marketing Management

AUGUST 15, 2013

Issue Date: 2013-08-16. Teaser: Selling your sales team on a new CRM system might be one of the hardest sales you have to make. Selling your sales team on a new CRM system might be one of the hardest sales you have to make. Author: John Buelow. Chances are your problem isn’t really with the sales team.

System 168

System CRM How To Sales 168

Pipeliner

NOVEMBER 24, 2020

At Pipeliner, we are right with this trend with the Automatizer feature of Pipeliner CRM, because this is exactly what Automatizer does: makes it possible for companies to automate many of the tasks staff have been having to manually perform. In 2013, GitHub had 3 million users. Exponential Growth. But let’s start easy.

Engineering 98

Engineering Pipeline CRM Hiring 98

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Salespeople have changed as well.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Sales and Marketing Management

JULY 28, 2013

Issue Date: 2013-07-01. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. Teaser: Even though $18 billion was invested in customer relationship management systems in 2012, many sales leaders continue to struggle to get value from their investment.

Maximizer 166

Maximizer CRM System Groups 166

Close.io

DECEMBER 7, 2018

It also hasn’t been touched since about 2013! Here's what the left navigation looked like from 2013 until now: We started by updating the icons and aligning everything a bit better. The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It was time to show it some love.

CRM 117

CRM Ideal Customer Profile Call-back Benefit 117

SBI

DECEMBER 18, 2012

And we have big plans for 2013. The new site will allow me to provide targeted services to our end-user clients, all aimed at helping you identify the right steps to take to jolt productivity and revenue to new heights in 2013. The 8 Buying Considerations CRM Vendors Don’t Want You to Know About. The 5 Immutable Laws of Selling.

Vendor 128

Vendor Sales Cycle Software Software 128

Smooth Sale

MAY 30, 2018

NOTE: Today’s guest blog story about a movie provoking an idea for CRM is provided by Taice Perrotti. She is on a mission to promote the benefits of Spiro’s AI-Powered CRM and show salespeople how it can radically improve the way they work. What salespeople needed wasn’t CRM, it was Scarlett Johansson. (So

CRM 86

CRM Hiring Forecasting Call-back 86

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Key Quote: “Only 8% of salespeople left to sell after 4 objections!

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7 percent increase from 2012 projected spending of $3.6

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

SBI

NOVEMBER 13, 2013

Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. With all the people walking around the Dreamforce campus, keep a look-out for people that are wearing this button: It means they’ve been selected as one of our Top 40 Sales Tools of 2013. Destination, as always, is San Francisco.

Tools 139

Tools Vendor Sports SalesForce 139

Miller Heiman Group

APRIL 30, 2019

No seller has ever said, “My CRM helped me close that deal.” Yet customer relationship management (CRM) systems hold the information that could help sellers close deals. Traditionally, CRMs have been bulky and expensive, rendering them unaffordable to small businesses. Today’s CRMs evolved beyond those awkward early steps.

CRM 64

CRM Data Tools System 64

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. Our Partner, Membrain , won the Gold for Top CRM Tool.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 16 Problems with CRM. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 10 Reasons Why Salespeople Let Price Drive the Sale. Top 11 Reasons Why Salespeople Fail to Close Sales.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Score More Sales

JANUARY 24, 2014

Suggestions : Go through your CRM – who have you not talked to lately? Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. 3 Ways to Increase Revenues with CRM. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. 3 Ways to Increase Revenues with CRM.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Velocify

JANUARY 29, 2013

This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. How is CRM helping them to execute? There are a few important distinctions between the two that drive the need for different functionality in the CRM tools used. Prioritization. Call Scripts.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

No More Cold Calling

APRIL 9, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Whether you read this book in 2013, 2023, or 3013, you will witness much change throughout your lifetime. Do you know how to have that kind of sales conversations? Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Let’s say the 2013 sales revenue target was set at an even $500 million. Here's a way to make your CRM-based forecasts better and build your credibility. Two steps to fix your CRM-based sales forecasting. It’s a new year. Forecasts are tricky.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Increase Sales

JANUARY 10, 2014

The impact of small business mobility can be seen by the recent shipping delay disaster by UPS and others during the 2013 holiday season. IBM Digital Analytics Benchmark revealed in the fourth quarter of 2013 that mobile traffic was up 40% over the previous year and accounted for almost one third of all online traffic.

Small Business 142

Small Business Small Business Policies Inbound 142

Understanding the Sales Force

APRIL 17, 2014

The salesperson was from Oracle and wanted to know if I was aware of and had seen their CRM software demonstrated. I explained what my company did, and that we would normally be recommending CRM to our clients and he repeated his question - did I want to see a demo? Which CRM applications do you recommend? It''s a must read.

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? By a wide margin, SiriusDecisions indicates that Marketing would rather spend the incremental 10% on their bread-and-butter, Demand Creation (35%), followed by Brand (17%). Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. In 2013 CEB updated the research and found that the number shifted to 65%. Read the full post here.

PointClear 150

PointClear Outbound Inbound Study 150

Zoominfo

OCTOBER 13, 2022

Founded in 2013, AGL began as an exporter of goods for manufacturers in the forest products sector. Shortly after AGL was established in 2013, the US forest products industry experienced a period of sustained growth. But these questions keep Steve Zambo, founder of Ally Global Logistics (AGL), up at night. billion to about $40.9

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Score More Sales

AUGUST 28, 2013

In a world where CRM adoption is very low, and tons of information exist, but most of us are too busy to stop and take a look. A CRM system might prompt you to set a next action, but it is human thinking that determines when that would be and with whom. But are you more productive now? Do you have better data that you actually apply?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Close.io

DECEMBER 7, 2018

It also hasn’t been touched since about 2013! Here's what the left navigation looked like from 2013 until now: We started by updating the icons and aligning everything a bit better. The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It was time to show it some love.

CRM 48

CRM Ideal Customer Profile Call-back Benefit 48

Score More Sales

DECEMBER 23, 2013

CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. There is an easier way now – all leads in CRM. This directly helps you set up new calls and contacts.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

JUNE 29, 2013

A February 2013 report by Aberdeen Research validates the impact of gamification. Each of these providers offer solutions that are integrated into the CRM platform. Bonus Points: CRM Adoption. The most valuable benefit for gamification may be the impact on adoption of the CRM system by new hires.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Score More Sales

MARCH 29, 2013

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. The conference is the annual event for Microsoft Dynamics ERP and CRM. Many people don’t realize that IBM is an alternative business partner for Microsoft Dynamics CRM and ERP due to our strong services expertise.

Microsoft 189

Microsoft Conference CRM Compensation 189

Understanding the Sales Force

NOVEMBER 5, 2013

In a recent mining of Objective Management Group''s data from June of 2013, there was a huge increase in the number of salespeople using social sites like LinkedIn, Twitter, Facebook, Spoke, Plaxo and Reachable for selling. It''s time that we stop expecting sales to increase as a result of CRM, social selling tools and email.

Social Selling 199

Social Selling Networking Groups Twitter 199

Velocify

MARCH 5, 2013

Small business expert Rieva Lesonsky recently wrote that 2013 will be a year that small businesses “go for it” with small business optimism rising. Within this optimistic environment, we are excited to introduce the new Leads360 Express, a sales CRM solution built from the ground up with the needs of small businesses in mind.

Small Business 73

Small Business Small Business Leads360 CRM 73

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. They launched a startup and in 2013 released the app that would become the Allego platform. Analysts Take Notice.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118