In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Divisions such as sales, can be involved much better in social CRM and social media processes. However, social activities, including social CRM, should at the same time also include the insights of sales people that have a foot in the door anyway. Social media as sales interaction channels: sales and social CRM. MORE >>

The concept of Social CRM is slowly becoming popular and finding a lot of believers in the corporate sector. In this post we will try an explore, how is Social CRM different from traditional CRM, its evolution and areas where it can be useful for companies. Social CRM is all about extending the relationship aspect of CRM and moves the CRM from a static activity log to more dynamic interactive platform. Here are the key areas where Social CRM can be useful -. Tags: Social CRM CRM CRM Systems Salesforce Customer Analytics. MORE >>

I recently sat in on a meeting with a team of BDRs and Management that are re-vamping the new hire training program. was extremely impressed with their thought process and the amount of work they have put into a strong curriculum of training covering Call Strategy, CRM, Resourcefulness, and Client Communication. There are so many different thoughts and opinions on how to make the most of a training week. There is a fine line to walk when training, how much information is too much? Learn. Practice. Shadow. Prove. Everyone agrees that this business is evolving. MORE >>

SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. The marketing campaign features are extremely important and the interface to accounting/ERP systems greatly improve the customer service aspect as well as giving a more 360 view, makes CRM a more than a salesperson’s tool. CRM Analyst, Software Advice. My comments are first. What changed? MORE >>

What does teaching someone how to ride a motorcycle and training a new inside sales rep have in common? For many years I have been involved in training new motorcyclists, coaching them on the basic skills required to ride a motorcycle and eventually more advanced skills, but all built on a foundation of the basics. This is where there are similarities with training a new inside sales rep and training a new rider. On the surface they may seem worlds apart. There is a logical process and each skill learned allows the student to progress to the next basic skill. MORE >>