Follow these 3 steps to create your first sales process - or to simplify an over-engineered sales process.
I'm always surprised at how few sales teams have adopted a sales process yet; and I'm even more surprised at the number of myths that still exist about sales processes. So, in the interest of helping everyone to take a few steps forward with their sales process, let's dispel a few of the more common myths now.
Data – and the ability to capture it, analyze it, and take action based on it – may be the single biggest differentiator between the highest performing companies and everyone else. In this article we take a look at how the leaders are succeeding at creating action from data.
Is your team frustrated with too many meetings, struggling to find the information they need to get their jobs done, and become increasingly disengaged? Then it's time to consider a new (or upgraded) intranet. This article lists the top 6 benefits of a modern intranet.
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.
We all have a few scatterbrained friends. But when it comes to business, almost every organization is too scatterbrained. These 6 surprising statistics will give you some insight into the problems organizations have with listening across channels.
Successful digital transformation projects result in better employee engagement and customer experiences. But most attempts meet with failure.
This infographic is an overview of the potential – and perils – of digital workplace transformation.
Digital tools are transforming our workplaces and marketing. Keeping up with the new rules of the digital world can feel overwhelming. But the underlying rules for relationship success are timeless and apply to the digital world too.
A look at 6 areas where Microsoft Dynamics CRM will improve as a result of the LinkedIn acquisition.
Businesses often make the mistake of assuming that customer processes built in CRM or marketing automation solutions are like other business processes. When they do, the results can be a disaster. Learn the 4 rules for creating processes that combine a rigid core with flexible edges.
“Ever since I started having my team re-key data before sales meetings, sales performance has improved” … said no Sales Manager ever.
Read on for the cardinal sin of the sales process when using a CRM solution and ideas you can implement TODAY to make a lasting impact on the way your team manages their pipeline and closes sales.
Using CRM for tracking your pipeline, accounts and contacts? Great! But if you’re not using it 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.
These 4 proven quick tips will help you to make your CRM solution into a strategic planning tool.
Most CMOs feel like they’re running their own IT department. When you look at the amount of technology that it takes to run an effective marketing department, it’s overwhelming. Read on for an overview of every marketing-related acronym we could think to compile - MAPs, CRM, CMS, SMM, SPICE, and then some!
Factoid: The average US worker spends 19% of their time searching for the knowledge that they need to get their jobs done (Harvard Business Review, “Social Media’s Productivity Payoff,” August 2012). In a 1,000 person organization with an average salary of $50,000, that’s $10 million spent on searching for stuff! So how can we put this information easily into the hands of customer service? In the most recent release of Dynamics CRM, Microsoft has put a ton of attention into the features used by call centers and customer care teams.
One 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.
There are some exciting changes available for new CRM users in Microsoft Dynamics CRM 2016 - and these will be rolling out to existing customers in the coming months. Here are a few web pages, blogs, webinars and other resources to give you some insight into what you can expect.
After reading The Challenger Sale some of my concepts about sales were … challenged.
But after reading, discussing, researching and trying, I am now a believer. In the process, we developed a template that we use to develop our own Challenger Sale presentations. While we can no longer share the template with you, this blog contains a bit of information on creating your own template.
As 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.
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.
After 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.
Wine. I love it. And I love visiting wineries whenever I can. Wine and wine making are such rich sources of history, have an element of the artistic, and just feel closer to the basic and raw elements of the earth. Like farming, there are a lot of simple lessons in wine making that apply to everything else in life.
But the lessons learned when my wife and I visited a wine maker on a recent trip still came as a surprise – I wasn’t expecting to see the connection between making wine, and improving customer relationship management (CRM) projects with solutions such as Microsoft Dynamics CRM and Salesforce.com.
Let’s face it, customer relationship management applications can be confusing. There are lists of lead, accounts, contacts, opportunities and – in some cases – other things like products, quotes and orders. With all of these things you can do, we are frequently asked, “where do I begin and how do I start each day with my CRM application?”
The answer is simple … but how you arrive at the simple solution takes some discipline.
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!
The complementary paper includes over 12 years of research, recent survey results, and CRM turnaround success stories.
This 60-second assessment is designed to evaluate your organization's collaboration readiness.
Learn how you rank compared to organizations typically in years 1 to 5 of implementation - and which areas to focus on to improve.
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.
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.