Dust off some CRM records

Sales 2.0

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. Prospecting

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Sales Reps Love Their CRM!

Smart Selling Tools

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.

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PipeLiner CRM #SalesChats Webinar on Prospecting

Pointclear

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?

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If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. What quickly evolved was a deeper conversation about how ineffective the CRM insights are if all the info and activity captured isn’t understood and utilized.

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7 Must-Have Automated Documents for Sales Success

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. delaying delivery of the proposal and giving prospects. Will your prospects wait around patiently during.

The Top 24 HubSpot CRM Integrations for Improving Sales Productivity

Costello

Given that it is rated as the highest performing CRM according to G2Crowd, we were not surprised to see that so many companies have built integrations with it. And I bet you didn’t expect to see that some people use another CRM. My emails are logged into the CRM.”.

Why I Hate CRM Systems for Sales Prospecting

The Sales Hunter

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!,

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3 Ways to Increase Revenues with CRM

Score More Sales

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.

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Prospecting bread and butter

Sales 2.0

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Prospecting

Stop Using Your Brain as Your CRM

The Sales Hunter

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.

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Magical CRM Improvements for Sales

Score More Sales

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list.

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Sales Management Through Pipeliner CRM

Pipeliner

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.

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5 Smart CRM Hacks That Lead to Faster Selling

Sales and Marketing Management

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.

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The Case for Smarter CRM in 2013

Score More Sales

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.

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Solving the CRM Problem

Understanding the Sales Force

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.

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Who Is Your Best Prospect?

The Pipeline

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. The post Who Is Your Best Prospect? By Tibor Shanto – tibor.shanto@sellbetter.ca .

What can CRM do for my business?

Nutshell

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.

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The Evolution of CRM: What’s Next?

Miller Heiman Group

While we’ve been a leader in the sales training realm for decades, the concept of CRM has been around even longer. From where I’m sitting, the history of CRM falls into four clear evolutions: CRM 1.0. The pre-digital era of CRM kicked off in 1956, with the invention of the Rolodex. CRM 2.0. The first major wave of computer-based CRM hit in July 1993, led by Tom Siebel, who designed the landmark on-premise CRM product, Siebel Systems. CRM 3.0.

CRM Best Practices: How to Choose the Best Free CRM System

Hubspot Sales

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?

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Prospects Object Less To What They Want

The Pipeline

In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. This would work great if a large segment of the market had needs they were willing to act on, but the reality is that most potential prospects do not.

Stop Sacrificing CRM Usability for Your Sales Process!

Base CRM

When configuring a CRM to fit your process, this complexity becomes overwhelmingly evident. The usability of a CRM tends to be the first sacrifice made when attempting to account for every sales action and task in a sales cycle. Though it may seem like a necessary sacrifice at first, you will likely come to find that the data within your CRM suffers as a result. You’ve probably heard that a CRM should not have more than “ insert number here ” custom fields.

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Three ways CRM data can improve your sales pipeline

Nutshell

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.

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Do You Want to Know How a Movie Changed the History of CRM?

Smooth Sale

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. The Spiro CRM Team .

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Do you Need Sales Enablement Tools and a CRM?

The Center for Sales Strategy

Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different. Today is about determining if your business could benefit from sales enablement tools and a CRM.

The First (and Most Important) Entry Into The CRM — Period!

A Sales Guy

A lot of s**t goes into CRM’s. Sometimes a sales person CRM is full with valuable information, as they are diligent in logging their activities and keeping the opportunity up to date. Other times, it’s like pulling teeth to get the sales person to put anything into the CRM. Regardless of what your CRM currently looks like or your organizations CRM requirements, there is on entry that MUST be in EVERY opportunity record or everyone is wasting their time.

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HubSpot: Now with CRM included!

Leading Results Rambings

Sales individuals must think like marketers (see John Jantsch’s new book – Duct Tape Selling ), and marketers are engaging with prospects in what had traditionally been considered a sales activity. CRM CRM and Marketing

6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Sales and Marketing Management

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. This way, you just got yourself three different leads (Jane 1, Jane 2, Jane 3) for one prospect only.

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Five (More) CRM Myths—Busted

SugarCRM

Last year, we shook things up a bit in the CRM industry by busting five common CRM myths. It was a good manual to help organizations be aware (and more skeptical) of the rhetoric of bloated traditional CRM vendors. However, as the CRM industry changes quickly, more CRM myths have popped up. So I’m here to debunk five more myths in an effort to help organizations better recognize how CRM can help grow their business.

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Precise Opportunity Management Through CRM

Pipeliner

Pipeliner CRM is flexible enough that you can instantly make such sales process changes when needed, and it requires very little training. Pipeliner CRM provides five different views of opportunities, so that a sales manager can choose which is best for them. Compact View— with which you can, at a glance, view the last time a prospect was touched, the sales opportunities that involve them, and activity from their running feed (latest internal messages, social CRM updates or emails).

What If Prospecting Were Cancer?

The Pipeline

When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting. Seriously, they will deal with and change anything than what counts, i.e. their people’s ability to properly prospect. The post What If Prospecting Were Cancer?

From Prospect To Contact

MTD Sales Training

I often talk about the importance of detailed record keeping and the usage of CRM (Customer Relationships Management) software. Account Management Sales Planning Sales Process turn prospects into contactsIndeed, you need to have a transparent view of exactly what is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

The Top 2 Sales Tips to Leverage the People in Your CRM or.

Score More Sales

The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System. Who these people are needs to be sorted out and organized, hence the need for a CRM, Social CRM, or other contact system. The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System.

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Effective Lead Management Through CRM

Pipeliner

from Austria in 2012 to establish Pipeliner CRM in America. A sales manager should understand that an inbound lead ranks higher than an outbound lead, simply because an inbound is a reach originated by a prospect. Pipeliner CRM is the most effective tool you can have for lead management. For that reason we have created the Pivot Table in Pipeliner CRM, which reduces data to only 2 or 3 indicators which everyone can understand.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email.

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There’s No Nobel Prize For Prospecting

The Pipeline

One of the best ways to ensure you maximize your prospecting is to commit to a time in your day or week, where you are doing and thinking about nothing else but prospecting. Most are familiar with the concept of “time blocks” or “chunking,” setting time aside in advance for specific and necessary tasks; I assume that you all agree that prospecting is a necessity. All that is available in my CRM, maybe even in yours if you use CRM correctly.

How to Save Sales Reps Time so They Can Focus on Selling

Smart Selling Tools

offers tools and products which bring together Enterprise systems (such as CRM, ERP, Document management, etc.) Sales guys are able to see and work with that data right when they communicate with customers and prospects, being better prepared for such conversations.

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6 Facts Prove a Need for Smarter CRM in Business

Score More Sales

Looking through a new infographic on “An Integrated Approach to CRM” and accompanying white paper there are some important statistics surrounding midmarket business that have surfaced.

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Putting the Social into CRM Predictions for 2012 ? Score More Sales

Score More Sales

Putting the Social Into CRM Predictions for 2012. Having a sure-fire repository, or “catch-all” place to help support your business growth was the original purpose of a CRM system quite a few years ago. So what is next for CRM? Sales Tips and Strategies to Grow Revenues. About.

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Sales Prospecting in the 21st century - Part 3

Increase Sales

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule. Had he inputted our conversation into his CRM he would have realized that we had already communicated. Now my initial somewhat favorable reaction to him has turned south because his sales prospecting behavior shows me he is disorganized and possibly even desperate for sales. Sales prospecting is comprised of strategies and tactics.

Sales Tips: How Any Industry Can Use CRM Software to Massively Increase Sales

Customer Centric Selling

CRM software is your answer. What is CRM? CRM stands for ‘Customer Relationship Management’. ” But more than a glorified Rolodex that’s undergone a digital makeover, CRM software has evolved into a tech companion that no sales professional can live without.

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