The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). MORE
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. Recording information in your CRM system must be part of your regular routine. MORE
Teaser: As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. Issue Date: 2015-09-24. MORE
This post is about another way to get into those accounts…your company’s CRM. Your company has a nice big (or huge) list of accounts in your CRM, often tens of thousands. But often the CRM is as organized as a child’s bedroom (i.e. MORE
In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Create goals for your business processes – CRM use is no exception. MORE
Goldmine and every other CRM (Customer Relationship Management) system out there sucks! The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. Salesforce, ACT!, MORE
CRM systems have been utilized throughout many different industries within the sales world. The way that CRM is used has a different impact on each industry, based on how it is used and adopted by the sales force. This article gives insight on how CRM has specifically impacted the printing industry. Printing and Leveraging a CRM: In the printing industry, there is often a long sales cycle, which ranges anywhere from a few days, to even a few years. MORE
What is CRM? Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. You know that many companies (including your competitors) are implementing CRM software because it saves time and drives sales. But what is CRM? CRM—or customer relationship management —is business software that helps individuals and teams maximize their customer communications and sales efforts. CRM isn’t simply an address book. MORE
If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. I asked this question recently to a handful of sales executives and the answer was, “we have mandated that all info needs to be entered into the CRM, but quite frankly, the reps aren’t doing it.” MORE
Depending on which statistics you choose to believe, up to 70% of CRM implementations fail. I wrote a post titled ' Simplify sales before we reimagine it ' and in it I discusses the need to simplify all we do including CRM. First I asked Michael: “What’s wrong with CRM?” MORE
You depend on your CRM system to give you actionable insight. But is your CRM getting insight from other systems? Sales Operations Strategy sales operations CRM Leading and lagging indicators tell you how well the Sales team is performing. MORE
Henry Staggers, a CRM specialist at Best Essays, recently noted: “Duplicates are multiple entries for the same person or organization in your marketing and CRM automation software. MORE
Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem. CRM is very much a problem, not because there aren't choices, but more because companies make bad decisions. Just a few of the problems with CRM can be listed right here: Company has no CRM. Company has archaic CRM. Salespeople won't use the existing CRM. CRM requires too much input of information. MORE
One of the biggest purchases a Sales Department makes is the CRM system. However, we’ve witnessed a varied success rate across CRM implementations. In many of these deployments the CRM system exists in a silo. Find out where your CRM system is optimized and where you can improve. MORE
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. So why is IT getting in the way when it comes to CRM? MORE
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. Who is doing the best job at helping reps actually use CRM systems? MORE
Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? What questions should a salesperson ask to uncover need? MORE
One of the clear advantages of a CRM system is access to centrally located customer data. In fact, 74% of CRM users say their CRM system offers improved access to customer data. At first, salespeople can be resistant to CRM implementation because it seems like a lot of work, and could be disruptive to their current processes. Here are three ways in which you can use your CRM data to improve your sales pipeline : 1. MORE
Today, September 5, 2018, we have released the new Pipeliner CRM Cloud Version —and I have very appropriately named this version Kopernikus. Just as the release of Kopernikus’s book was a major shift in the view of the universe, the release of Pipeliner Kopernikus is a similarly groundbreaking shift in the CRM marketplace. For a salesperson constantly on the road, it means that the CRM can be utilized whether or not internet access is available. Try Pipeliner CRM Cloud Today! MORE
It’s Crunch Time – the Beginning of Q4. Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can. MORE
In this ebook author, Nikolaus Kimla gets very specific, dealing with sales management through CRM. He personally believes (as do a lot of experts today) that utilizing a CRM is the only way to manage a sales team—and in fact, it is practically impossible to manage one without it. There is no system in the industry today like Pipeliner CRM, one that empowers precision sales management through CRM. Account management is most precisely conducted through CRM. MORE
According to Gartner Group, Total Worldwide CRM Software revenue in 2012 was $18 Billion. But get ready to shake your head and drop your jaw; the same report reminds us that CRM adoption is less than 50% (poor adoption is around 74%). Use your CRM more like the database it is. MORE
However for any sales CRM including other productivity tools to work requires: Credit: www.picjumbo.com. Buying a sales CRM will not magically increase: Revenue. The better question to consider is will a sales CRM consistently solve these problems? MORE
According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. But get ready to shake your head and drop your jaw; research has shown that CRM adoption is less than 50% (poor adoption is around 74%). MORE
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. Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. MORE
Sometime years ago in a far, far place the business phrase “ customer relationship management “ (CRM) was created. CRM referred to the process and the tools (electronic or paper) to manage the sales leads generated through the sales process as well as current customers or clients. MORE
Sales reps love their CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. The CRM we know today doesn’t actually help sales reps sell more. MORE
Sales Enablement CRMGetting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over. MORE
Author: Jason Jordan Question: Why does senior leadership buy CRM? Basically, we buy CRM to measure and improve our front-line sellers’ performance. This is fine, but we think CRM is woefully deficient in another key area. Which brings us back to CRM. MORE
Author: Warren Fowler Traditional B2B organizations relied mostly on the raw talent of their sales agents, but it all changed with the emergence of CRM tools. According to the research, effective sales organizations are 81 percent more likely to be practicing consistent usage of a CRM. MORE
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? Click here to view the embedded video. MORE
With 50% of Fortune 1000 companies not seeing a return on their CRM investments, it’s time to take a closer look and perhaps reinvent tools that help capture the right data and insight to grow business. get the full eBook “A Guide to Smarter CRM” [link]. MORE
CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. Gartner Group predicted that companies would spend approximately $24billion on CRM last year alone. Research studies show that as much as 50% or more of CRM installations are failing. MORE
Even scarier, only 18% of their time is spent using their customer relationship management software (CRM). The study, from InsideSales.com, finds CRM’s aren’t enough to answer the needs to today’s salespeople. Why Reps Aren’t Using Your CRM. Will a CRM help me close more deals? MORE
Your CRM is a tool. A CRM is just like a hammer. Too many sales people and sales managers use their CRM like they are swinging a hammer broad side down and they look silly as hell doing it. The CRM DOESN’T help you sell or close a deal. That’s all. MORE
Dave Kurlan sales process crm sales playbook sales dataI can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste. Perhaps you have an irrigation system with a rain sensor that tells the controller that your lawn and flower beds don't need to be watered today because it is pouring outside. MORE
You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features. What is CRM? MORE
Sales Leader Director of Sales Resources CRM It''s the last week of the quarter and everything is looking good. You have the deals in the tank to hit the target. Then it happens: Things start slipping and it''s not pretty. Deals are falling faster than ice cream melting on a summer day. MORE
CRM Related Topics Sales 2.0
JUNE 16, 2018
This post is about another way to get into those accounts…your company’s CRM. Your company has a nice big (or huge) list of accounts in your CRM, often tens of thousands. But often the CRM is as organized as a child’s bedroom (i.e.
Sales Benchmark Index
AUGUST 20, 2018
It’s Crunch Time – the Beginning of Q4. Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can.
Smart Selling Tools
JULY 24, 2018
Sales reps love their CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. The CRM we know today doesn’t actually help sales reps sell more.
Understanding the Sales Force
JUNE 6, 2018
Dave Kurlan sales process crm sales playbook sales dataI can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste. Perhaps you have an irrigation system with a rain sensor that tells the controller that your lawn and flower beds don't need to be watered today because it is pouring outside.
Advertisement
and email, using marketing automation, employing CRM and ERP, are now requirements for any business — table stakes to remain. today’s workplace, CRM usage, and engagement with digital. automated solutions to augment and extend the value of CRM.
Sales and Marketing Management
AUGUST 13, 2018
Author: Warren Fowler Traditional B2B organizations relied mostly on the raw talent of their sales agents, but it all changed with the emergence of CRM tools. According to the research, effective sales organizations are 81 percent more likely to be practicing consistent usage of a CRM.
|
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. Recording information in your CRM system must be part of your regular routine.
Sales Benchmark Index
JULY 6, 2014
Sales Leader Director of Sales Resources CRM It''s the last week of the quarter and everything is looking good. You have the deals in the tank to hit the target. Then it happens: Things start slipping and it''s not pretty. Deals are falling faster than ice cream melting on a summer day.
Smart Selling Tools
MARCH 13, 2018
If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. I asked this question recently to a handful of sales executives and the answer was, “we have mandated that all info needs to be entered into the CRM, but quite frankly, the reps aren’t doing it.”
Sales Benchmark Index
JULY 29, 2014
You depend on your CRM system to give you actionable insight. But is your CRM getting insight from other systems? Sales Operations Strategy sales operations CRM Leading and lagging indicators tell you how well the Sales team is performing.
Advertisement
CRM) platforms, lead funnel strategies, and new communications tools to accelerate. planning (ERP) systems and other sources outside of your CRM that could add value to your. the CRM database — is always up-to-date so that live information is exposed to account and.
|
|
Pipeliner
MAY 31, 2018
In this ebook author, Nikolaus Kimla gets very specific, dealing with sales management through CRM. He personally believes (as do a lot of experts today) that utilizing a CRM is the only way to manage a sales team—and in fact, it is practically impossible to manage one without it. There is no system in the industry today like Pipeliner CRM, one that empowers precision sales management through CRM. Account management is most precisely conducted through CRM.
Pointclear
MAY 6, 2014
The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”).
Score More Sales
OCTOBER 18, 2013
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. Who is doing the best job at helping reps actually use CRM systems?
Pipeliner
SEPTEMBER 5, 2018
Today, September 5, 2018, we have released the new Pipeliner CRM Cloud Version —and I have very appropriately named this version Kopernikus. Just as the release of Kopernikus’s book was a major shift in the view of the universe, the release of Pipeliner Kopernikus is a similarly groundbreaking shift in the CRM marketplace. For a salesperson constantly on the road, it means that the CRM can be utilized whether or not internet access is available. Try Pipeliner CRM Cloud Today!
Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce
You likely have many connected devices all around you. There is an incredible opportunity for companies to take data from connected devices and use it to improve your sales pipeline, make your reps more effective, and even (with the help of AI) handle entire portions of the sales process for you!
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. Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them.
Understanding the Sales Force
OCTOBER 23, 2012
Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem. CRM is very much a problem, not because there aren't choices, but more because companies make bad decisions. Just a few of the problems with CRM can be listed right here: Company has no CRM. Company has archaic CRM. Salespeople won't use the existing CRM. CRM requires too much input of information.
Sales and Marketing Management
SEPTEMBER 23, 2015
Teaser: As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. Issue Date: 2015-09-24.
Sales and Marketing Management
JULY 6, 2017
Author: Jason Jordan Question: Why does senior leadership buy CRM? Basically, we buy CRM to measure and improve our front-line sellers’ performance. This is fine, but we think CRM is woefully deficient in another key area. Which brings us back to CRM.
Smart Selling Tools
SEPTEMBER 24, 2014
According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. But get ready to shake your head and drop your jaw; research has shown that CRM adoption is less than 50% (poor adoption is around 74%).
Sales Benchmark Index
SEPTEMBER 30, 2013
One of the biggest purchases a Sales Department makes is the CRM system. However, we’ve witnessed a varied success rate across CRM implementations. In many of these deployments the CRM system exists in a silo. Find out where your CRM system is optimized and where you can improve.
Hubspot Sales
JULY 31, 2018
You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features. What is CRM?
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? Click here to view the embedded video.
Sales and Marketing Management
JULY 17, 2018
Henry Staggers, a CRM specialist at Best Essays, recently noted: “Duplicates are multiple entries for the same person or organization in your marketing and CRM automation software.
Score More Sales
MARCH 26, 2013
In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Create goals for your business processes – CRM use is no exception.
Increase Sales
JANUARY 24, 2014
Sometime years ago in a far, far place the business phrase “ customer relationship management “ (CRM) was created. CRM referred to the process and the tools (electronic or paper) to manage the sales leads generated through the sales process as well as current customers or clients.
Smart Selling Tools
AUGUST 6, 2013
According to Gartner Group, Total Worldwide CRM Software revenue in 2012 was $18 Billion. But get ready to shake your head and drop your jaw; the same report reminds us that CRM adoption is less than 50% (poor adoption is around 74%). Use your CRM more like the database it is.
Score More Sales
SEPTEMBER 12, 2013
With 50% of Fortune 1000 companies not seeing a return on their CRM investments, it’s time to take a closer look and perhaps reinvent tools that help capture the right data and insight to grow business. get the full eBook “A Guide to Smarter CRM” [link].
Pipeliner
AUGUST 29, 2018
CRM systems have been utilized throughout many different industries within the sales world. The way that CRM is used has a different impact on each industry, based on how it is used and adopted by the sales force. This article gives insight on how CRM has specifically impacted the printing industry. Printing and Leveraging a CRM: In the printing industry, there is often a long sales cycle, which ranges anywhere from a few days, to even a few years.
Hubspot Sales
APRIL 26, 2018
Even scarier, only 18% of their time is spent using their customer relationship management software (CRM). The study, from InsideSales.com, finds CRM’s aren’t enough to answer the needs to today’s salespeople. Why Reps Aren’t Using Your CRM. Will a CRM help me close more deals?
Tony Hughes
MARCH 18, 2018
Depending on which statistics you choose to believe, up to 70% of CRM implementations fail. I wrote a post titled ' Simplify sales before we reimagine it ' and in it I discusses the need to simplify all we do including CRM. First I asked Michael: “What’s wrong with CRM?”
Nutshell
MARCH 23, 2018
What is CRM? Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. You know that many companies (including your competitors) are implementing CRM software because it saves time and drives sales. But what is CRM? CRM—or customer relationship management —is business software that helps individuals and teams maximize their customer communications and sales efforts. CRM isn’t simply an address book.
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. So why is IT getting in the way when it comes to CRM?
Smart Selling Tools
JUNE 18, 2015
CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. Gartner Group predicted that companies would spend approximately $24billion on CRM last year alone. Research studies show that as much as 50% or more of CRM installations are failing.
A Sales Guy
JANUARY 22, 2014
Your CRM is a tool. A CRM is just like a hammer. Too many sales people and sales managers use their CRM like they are swinging a hammer broad side down and they look silly as hell doing it. The CRM DOESN’T help you sell or close a deal. That’s all.
The Sales Hunter
JULY 2, 2012
Goldmine and every other CRM (Customer Relationship Management) system out there sucks! The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. Salesforce, ACT!,
Pointclear
OCTOBER 4, 2016
Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? What questions should a salesperson ask to uncover need?
Nutshell
NOVEMBER 10, 2017
One of the clear advantages of a CRM system is access to centrally located customer data. In fact, 74% of CRM users say their CRM system offers improved access to customer data. At first, salespeople can be resistant to CRM implementation because it seems like a lot of work, and could be disruptive to their current processes. Here are three ways in which you can use your CRM data to improve your sales pipeline : 1.
Membrain
AUGUST 1, 2018
Sales Enablement CRMGetting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
267 
Let's personalize your content