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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

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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

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. Your CRM supports the sales process.

Training 293

Training Top of Funnel Hiring Hotels 293

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

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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

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

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 16 Problems with CRM. Top 5 Success Factors for a Sales Training Initiative. 13 Most Important Tools for Coaching Salespeople. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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

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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

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

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 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

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DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. 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. Write in the present tense.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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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

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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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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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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. How do you keep from being distracted?

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

Jeffrey Gitomer

MAY 16, 2013

You’re using CRM as an accountability tool, rather than a sales tool. Leadership My Books Sales Management Jeffrey gitomer Jeffrey Gitomer Blog Jeffrey Gitomer Sales jeffrey gitomer sales blog Jeffrey Gitomer Sales Training leadership Leadership E-Book leadership training little book of leadership sales leadership'

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

NOVEMBER 1, 2013

This no-cost tour presents findings from SBI’s research in 2013. You’ll have access to a host of guides, templates and tools. Video training modules are completed on a smartphone. CRM reporting, appointments, call prep, and forecasting are all done on the fly. Staying On Top. What This Means for Top Sales Reps.

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Last year we implemented CRM. Before that I spent a small fortune on sales training. With a simple tool, a slingshot, he toppled the giant Goliath. Six vendors are going to get 90% of the dollars in 2013. 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

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JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Use online and social tools to connect, such as through LinkedIn and Twitter.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

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SEPTEMBER 30, 2013

Typically most of us make a note in our CRM (hopefully) and set a next date to follow-up. What social selling tool can do that for you? You get off the phone, smile, and think, “wow – these guys could become a client in the next quarter.” ” Then what do you do? As they say, you’ll thank me later.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

Mindtickle

JANUARY 28, 2020

Sales enablement is the process of providing the sales organization with the information, content, and tools that help sellers sell more effectively. The concept of sales enablement is relatively new (originating in 2013 ), and its definition is still evolving as technologies and processes advance.

Sales Enablement 72

Sales Enablement Top of Funnel Lead Rank Lead Scoring 72

Increase Sales

JUNE 24, 2013

As a trained instructional designer, I can attest to much of the sales training and even some sales coaching fails to deliver a positive return on investment for a variety of reasons. Speaking of ROI, have you consider the ROI for your CRM solution. solution-selling. Share on Facebook.

Solutions Selling 126

Solutions Selling ROI Hiring Salary 126

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JUNE 25, 2013

I even update CRM in blocks – do you? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Put them in your calendar and honor them. Be smart by focusing on one thing at a time.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

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APRIL 29, 2013

Have a CRM system that allows you to show any sales opportunities you have, and a way to record any action you’ve done toward that opportunity, plus a way to set a next action that is automated. Once you have a solid system and suite of tools, you need the methodology in place on how you handle leads and inquiries.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Mindtickle

JANUARY 28, 2020

Sales enablement is the process of providing the sales organization with the information, content, and tools that help sellers sell more effectively. The concept of sales enablement is relatively new (originating in 2013 ), and enablement definition is still evolving as technologies and processes advance.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Increase Sales

JUNE 19, 2013

Sales Training Coaching Tip: Time management is an oxymoron as no one can manage a constant. Sales Training Coaching Tip: A positive affirmation statement or what I call a positive belief statement can support you in this endeavor. LinkedIn is a great marketing tool and works to achieve sales success.

LinkedIn 137

LinkedIn Construction Webinar Metrics Small Business 137

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MAY 29, 2013

Make good notes in your CRM system (you have one, right?) Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call. and know what your next action is – then set it. Be somewhat vague or mysterious. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Sales Hacker

SEPTEMBER 28, 2021

Our private membership connects you with a network of thousands of like-minded peers and resources, where you can tap into leadership opportunities, training, mentorship, and other services made for high growth leaders like you wherever you are at in your career. We’re also sponsored by Pavilion. About Hakim Myers & Nextdoor [2:00].

Retention 83

Retention Benefit Scale Hiring 83

The ROI Guy

NOVEMBER 14, 2012

The role of IT is clearly evolving, where for technology system purchases like marketing automation, CRM, HR and even supply chain management, IT departments are brought in to support the integration of these systems into the enterprise systems, but IT is not leading the purchase project. Click here to learn more.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. It’s what I did back in 2013. What to avoid: We run a training/consulting company with less than 10 employees. Why would a learning platform help us with our training/consulting services? Cold email response rates are notoriously low.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80