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Posts Tagged ' sales management'

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Lead Qualification without Opportunity Creation

Do you ever need to qualify and convert a lead - but without creating an opportunity? You're in good company! 

Dynamics 365 for Sales and CRM Lead Conversion Solution

Marketing or Inside Sales departments are often tasked with qualifying leads, converting them into an account/contact, and handing them off to Field Sales who then determines if there is an opportunity. The default lead qualification process in Dynamics 365 for Sales doesn't work well with this typical business process.

Enter the C5 Insight Lead Conversion solution...

3 Steps to Sales Process Success

Follow these 3 steps to create your first sales process - or to simplify an over-engineered sales process.

Profit results are 30% greater for firms using a sales process than for those that are not.

Sales Process (Re)Design – Is It Time?

Want to boost company profits by 30%? Then maybe it is time to consider a sales process (re)design project ... or maybe not!  This article outlines the 5 benefits and 5 risks of sales process.

Sales Process Profit Research

Customer Care and Dynamics CRM: Updates in CRM 4.0, 2011, 2013, 2015 and 2016


clip_image001One of the top drivers of CRM success is integrating it across Sales, Marketing and Customer Care teams. Prior to CRM 2013, few companies chose Microsoft CRM as their customer care solution. Since Microsoft Dynamics CRM 4.0, however, Microsoft has steadily added new functionality to boost the customer service portions of the application. And now, with the rollout of CRM 2016, it is time for organizations to reconsider using the same platform for Customer Care that they also use for Sales and Marketing.

The Problem with CRM Projects? Leaders Must Lead!

Dynamics CRM Failure In a recent presentation from a Global Sales Manager of a manufacturing company, he stated that, "I learned that CRM is really about people, and CRM is really about leadership." In this article, we summarize the lessons learned by this leader, and how other Sales Managers can learn from his experience. How do your organization's leaders stand with a CRM solution? 

Sales Meetings with CRM – Remember to Look Forward

Using CRM for Sales MeetingsAs a sales manager, are you using your CRM solution to plan forward, or simply reflect backward? Planning forward will help you help your team members prioritize their time, make better judgement calls about activities associated with leads/opportunities and ultimately close more deals. This article discusses a more effective way to conduct sales meetings, whether weekly catch-ups with sales reps or all-in sales team calls.

How is Your CRM Project Doing? Judge for Yourself.

why does our crm suck

Don’t tell my boss, but I hate CRM.

Research suggests that leadership’s opinion of CRM success is often different from the teams using CRM on the front lines.  And IT, Sales, Customer Service and Marketing can all have radically different opinions of an organization’s CRM solution. C5 Insight has introduced a free to download tool that can be used as a self-evaluation to rate the success or failure of your CRM project.

Sure Way to a CRM Fail: "If We Build CRM [Right], They Will Come”

No one is using our CRM solutionAfter working with hundreds of companies and investing hundreds of hours into CRM success and failure research, there is one thing we have never heard from organizations that have successfully implemented CRM: “Our CRM was such a good tool for our sales team, that they want to use it.”

In other words, CRM is not going to be your Field of Dreams.  If you build it, they won’t come – no matter how good it is.

Sales Rep CRM Quick Tip: 4 Steps for CRM Account Management

It costs about 7 times more to win a new customer than it does to retain and grow a relationship with an existing customer.

But most Sales Reps receive very little training on how to prioritize different customer relationships.  Just a little bit of work with your customer relationship management (CRM) system can mean a boost of 10% or more to standard commissions – and to overall sales!

Defining Failure? Stop Blaming Technology

AKTweet There is a big issue in business these days – blaming technology for people problems.Though it’s true that technology can be fickle and frustrating and even I have often restrained myself from sending my laptop sailing out the window, well…it’s a computer. Can we all just agree, collectively, to assert our human brain’s superiority and stop blaming technology? Here are a few ways to start bringing people back into the mix.

Sales Rep CRM Quick Tip: Weekly Planning

If you’re not using CRM as a tool to plan your day, week, month – or more – then you’re missing out.  You’re leaving valuable referral sources in the cold.  You’re letting opportunities slip through the cracks.  And you’re letting your competitors snap up your best customers.

This article takes a look at how to use CRM as a planning tool.

Are you worth the effort?

Companies continue to spend countless hours focusing on how to better articulate their value proposition, in order to increase both the volume and velocity of sales. There is potential for greater impact by focusing some of that time on an often neglected piece of the sales puzzle. Have you considered how hard you are to work with?

Sales Rep CRM Quick Tip: Track Your Activities

If you’ve started to track contacts, accounts and your pipeline in CRM, then you’re ready to start tracking activities too.  Most CRM solutions provide a way to track activities such as calls, appointments, emails and tasks.  This article provides some quick tips for tracking your activities.

Sales Rep CRM Quick Tip: Take a Long-Term View

CRM Quick Tips for Sales Reps In spite of what you may have heard from CRM software vendors, a customer relationship management system is not a "shot in the arm" or "30 days to productivity". In all but a few teams (those that are highly process-driven) a CRM project takes time to fully adopt.

2014 C5 Insight Best Of Blog Round Up

Everywhere you look on the internet these days, you see Best of 2014 lists. And rightfully so – as we prepare to embark on 2015, it’s natural to gaze back across our most recent journey around the sun. In the spirit of helping you navigate through the more than 80 blogs we published in 2014, we’ve compiled a quick round-up of some of our most helpful and popular entries.

Insert A Little LUCK Into Your Channel Strategy To Optimize Your Partnership

In order for a channel strategy to be successful, the investment does not end with implementation. It takes a lot of hard work and a little LUCK along the way.

Micro Mentoring – Can you really afford NOT to take the time?

Mentoring is one of those things that seems to make tons of sense to people but rarely if ever gets done. The days of new employees being given a formal mentor and six weeks to six months of “ramp up time” appear to be long gone for most companies, regardless of their size or industry.

Miss Manners for Marketing: 5 Basic Marketing Etiquette Tips

Marketing is a conversation, a relationship, not a one-sided battle to see who can yell the loudest.  I’d rather have 100 readers devour every morsel of content over 1,000,000 recipients who ignore - or worse - delete it.  This blog entry discusses five basic marketing etiquette tips. 

Building Better Bridges Part 2: Five Best Practices to Align Sales and Marketing


10133444_sToday’s Marketing Executive should serve as a bridge builder, thriving in the intersection of technology and adoption. In this blog, we’ll look at five best practices to help Sales and Marketing close the interdepartmental divide.

Building Better Bridges Part 1: The CMO


When “I’m a Marketing Executive” earns a “yes, but what do you DO?” response, the standard reply is “lead generation”.  But more and more, Marketing can be the bridge.  Earning instead of costing.  Filling the pipeline with quality over quantity. Cutting through the noise, not just increasing the volume.

Stay tuned to the C5 Insight Blog for Building Better Bridges, a series to shed light on how we can all work together better to accomplish these objectives.

9 Tips to Re-Engage your CRM Use


Is it a fair statement to say that we all have had a poor experience using CRM? That we either wanted our old methods back or short cuts in this new application called CRM? There are many reasons for user not liking and embracing CRM deployments; however let's address instead how to re-engage to increase adoption of CRM in your organization.  

Lead Scoring – Other Ways to Use Scoring – Part 4 of 4

Using predictive analytics and scoring for more than lead scoring. SharePoint. Dynamics CRM. Salesforce.

Used properly, scoring is a way not only to optimize your organization’s budget, but also to serve your customers, prospects and employees by trying to respond to them in the most relevant manner possible.  Think of scoring as a way to simulate an individual prioritization process across thousands – or even hundreds of millions – of people, all at once.

Lead Scoring – Collaborate with Sales for More Impact – Part 3 of 4

Lead Scoring for Salesforce, Dynamics CRM and Marketing Data Warehouse Scoring leads is a great way to make sure that your sales team is working the leads that show the highest propensity of becoming a customer.    This is an ideal area where your marketing, sales and analytical people can collaborate to create something that helps everyone to be more successful.

Lead Scoring – The Scoring Options – Part 2 of 4

Lead Scoring in Dynamics CRM and Salesforce.com

Marketing: Why won’t the salespeople work our leads?

Sales: Why won’t the marketing people give us good leads?

Sound familiar?  Part of the answer to this age-old dilemma is lead scoring.  In this post, let’s dive into the different options for lead scoring.

Lead Scoring – Convert Hot Leads to Customers – Part 1 of 4

CRM Lead Scoring, Dynamics, Salesforce You may already know that about 80% of the leads that your organization invests thousands of dollars to generate are never worked by your sales team.  But do you know why?  It’s because 98% of the leads you generate … stink.

And your sales team has no way of knowing which 2% of the leads are worth following up.  So it’s easier for them to work on the deals that are already in the pipeline and work with their networking contacts to generate referrals that are almost always more qualified than those danged marketing leads.

So how do you help your sales team find the gold nuggets buried in that mountain of leads?

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CPR for CRM Study

The complementary paper includes over 12 years of research, recent survey results, and CRM turnaround success stories.

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SharePoint Readiness Assessment

This 60-second assessment is designed to evaluate your organization's collaboration readiness.

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CRM Self Assessment

Learn how you rank compared to organizations typically in years 1 to 5 of implementation - and which areas to focus on to improve.

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SharePoint Feedback Solution

This is a sandbox solution which can be activated per site collection to allow you to easily collect feedback from users into a custom Feedback list.

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SharePoint Upgrade Checklist

Whether you are upgrading to SharePoint Online, 2010, 2013 or the latest 2016, this checklist contains everything you need to know for a successful transition.