The Sales Hunter

JULY 30, 2013

I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. You must use your CRM system to its full potential or you are robbing yourself and your company of more success. ” Sales Motivation Blog.

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

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OCTOBER 18, 2013

In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts? These items above are a basic minimum in 2013 (heading into 2014) for a seller. Today we have LinkedIn and many other sophisticated tools – but we tend to have less insight about our prospects and customers.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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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

SBI

NOVEMBER 13, 2013

Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Since I’m all about Tools, it makes sense for me to focus this blog on the exhibitors I consider to be must-see, or don’t-miss tools. Sales Effectiveness DF13 Dreamforce KnowledgeTree sales tools Selligy ThisMoment'

Tools 139

Tools Vendor Sports SalesForce 139

SBI

MAY 7, 2019

The Top Sales Tools of 2019 Guide. It was way back in 2010 when I published the first Guide to Sales Tools. It’s important to note, that CRM, marketing automation, and expense management solutions were included then, while I don’t include them now.

Sales Tools 101

Sales Tools Top of Funnel Tools Funnel 101

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

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. Defining Processes.

Engineering 98

Engineering Pipeline CRM Hiring 98

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

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FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” But sometimes these tools hinder our success. For example take Salesforce.com which is the predominant CRM tool sales teams use. For example take Salesforce.com which is the predominant CRM tool sales teams use.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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

SBI

DECEMBER 18, 2012

And we have big plans for 2013. For starters, I’ll be launching www.NancyNardin.com , a sister site to Smart Selling Tools. 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.

Vendor 128

Vendor Sales Cycle Software Software 128

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. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Whether you read this book in 2013, 2023, or 3013, you will witness much change throughout your lifetime.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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 89

CRM Hiring Forecasting Call-back 89

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

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JANUARY 24, 2014

I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. 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. Increase Opportunities.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 16 Problems with CRM. 13 Most Important Tools for Coaching Salespeople. 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.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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

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

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AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. 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.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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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

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

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? Sales is now challenged to: Deliver the provocative value story and quantification to make today’s more skeptical and frugal Buyer engage sooner, the tools and content to convince the buyer as to: a. How challenged is Sales to deliver the provocative tools and content without Marketing help?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

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SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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

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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. Download the summary tip sheet for these ideas here – FREE Download.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects. Unfortunately in a corporate environment there are added tools, sometimes departmental tools and customer tools.

CRM 238

CRM Outbound Tools Study 238

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JANUARY 31, 2014

Have a note pad at your desk or use a tool like Evernote to track every commitment in one place. Customize your CRM for your sales team so that they don’t need lots of keystrokes to get data entered and updated. Get your sales force on tools that save time, such as Timetrade (for booking appointments or demos).

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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AUGUST 9, 2013

Here are ideas to help you grow your referral network and make it a vibrant, connected, interactive one: Go through your LinkedIn contacts, your CRM, Twitter, and any other “container” you have where potential partners and referrers are. Create ONE list in one place that will be the best from here on out.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

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NOVEMBER 25, 2013

You may have metrics being generated within your CRM tool, such as in Salesforce.com. If you do this, then at the end of the day, and the end of the week, you can evaluate how focused you are at working on growing sales at your company. Stay tuned for more ideas on what can be accomplished by the end of the year.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. Image credit: dogfella / 123RF Stock Photo.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

The ROI Guy

NOVEMBER 29, 2012

To help resolve these issues, Accenture recommended a few key best practices, especially the implementation of sales tools - leveraging the interactivity and tactile nature of Tablets to help sales representatives deliver more provocative customer engagements and help facilitate the Buyer’s decision-making process.

Collateral 80

Collateral Buyer Persona Sales Cycle Quota 80

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. They are great salespeople, performing at elite levels, and if you provide them with great new tools, they still will be performing at an elite level. c) Copyright 2013 Dave Kurlan'

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Gartner and Meta Group statistics point to a 50-80% range of CRM implementation failure. Sales enablement tools can’t get a cursory review.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Last year we implemented CRM. With a simple tool, a slingshot, he toppled the giant Goliath. Six vendors are going to get 90% of the dollars in 2013. My phone tells me it is time to meet the CEO. I knock on door 1107. The number.

Banking 288

Banking Software Software Competition 288

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MAY 11, 2012

Ashley Furness, CRM Market Analyst at Software Advice recently wrote about this very issue – teams of salespeople have received or will received tablets but do not have clear deployment plans. While 78% of businesses plan to deploy tablets by the end of 2013, more than half lack an articulate deployment plan.

Marketo 214

Marketo Lead Rank Lead Scoring Outbound 214

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Creating ‘A’ Players: 1) Identifies areas / situations where technology can enhance productivity – and makes it happen 2) Conducts CRM Workshops 3) Rep Ride-Alongs. They expect a 20% increase over your “best case” 2012 finish. Who do you turn to for help? Human Resources?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303