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July Sales Training Tip:

Your Sales Management Guru

Your July Sales Training Tip: Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans.  Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter. Set your date for your July sales training date.

Why You Should Invest In Inbound Marketing Before CRM Implementation


What should you focus on first, building an effective inbound marketing/lead generation process or implementing a CRM to manage your sales and customer acquisition process? The Purpose of CRM. There are several advantages of an effective CRM system with the primary purposes being: Building sales efficiency. deal with a lot of companies that have been using CRM for years.

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How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

The most important one could very well be our CRM, which at AG is It allows those of us with slight OCD to breathe easier, since we can plan days and weeks of tasks and reports ahead of time while being able to sift through old campaigns and review information with a few simple clicks. I don’t know how sales firms could operate without an automated CRM.

5 Tips On Managing CRM Data Costs

Sales Prospecting Perspectives

Maintaining accurate CRM data is a challenge for nearly all of the organizations we''ve partnered with over the years. From fake contact information to "consultants" looking for jobs or the guy that dropped his card in the fishbowl to win the free iPad, the average CRM is cluttered with this crap. This will help keep your CRM storage management costs in check.

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Stop Killing Your Content: 3 Reasons Your Content Falls Flat

It helps to make content accessible, presentable and trackable, instantly and intuitively, from a single standalone platform that can be accessed via the web, mobile devices, email clients and CRM systems. Training reps on how to best use each piece of content with built-in content navigation tools. Stop Killing Your Content: 3 Reasons Your Content Falls Flat. and value. Let’s start.

Don't Use a CRM? Here Are 4 Reasons Why It Might Be The Solution You Need


One acronym is particularly important: CRM. Simply put, CRM -- or customer relationship management -- refers to software that tracks interactions with prospects and customers. As anyone who's ever struggled with contact management knows, a CRM system is an invaluable tool for businesses that want to grow and scale (read: virtually every business). Check out HubSpot's free CRM.

July is Sales Leadership Month

Your Sales Management Guru

Did the quarterly sales training plans work? What are 5 new ideas to coach and train more effectively? Are the salespeople using CRM effectively? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Sales Leadership Training Sales Management Planning Sales Management Training

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Why CRM Fails to Manage Partner Relationships

Crimson Marketing

CRM applications are capable of various functions. “Channel partners want help with marketing, access to training and, when they first become partners, a coherent onboarding process. These are things that are difficult to manage through a CRM application.” ” Unfortunately, CRM systems aren’t designed to deal with these indirect sales situations.

CRM Series: 3 Ways CRM Integration Creates Alignment and Drives Sales

Modern B2B Marketing

But in an age of marketing automation and CRM, it’s downright negligent. Quite simply, if you haven’t integrated your marketing automation program with your CRM, you’re flying blind. To learn more about the unlimited potential in CRM integration, download our newest ebook Driving Revenue Through CRM Integration. Clean up your CRM data and optimize your lead scoring.

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Why Can’t I get an accurate forecast?

Your Sales Management Guru

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. Third, it takes training.  Sales Leadership Training Sales Management Sales Management Planning Sales Management Training Sales Training Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company.  Beyond your current monthly pipeline values future pipeline dollar values are not listed.

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. And finally, most organizations lack the Sales training needed to advance sales from product / solution selling to value selling - building the capability, competency and credibility sales reps need to be successful. 90% of Training Forgotten?

Tomorrow People Leaves in Favour of Workbooks CRM

Tomorrow People

Tomorrow People has selected British Cloud CRM provider to replace its CRM system after two years of using the Salesforce Professional Edition. Integrated services include web design and development, branding, online content strategy, content creation, social media strategy, online PR and digital training. About Tomorrow People. About Workbooks.

7 Reasons Why a Social CRM Implementation Plan is Essential to Success in Sales

Sales Intelligence View

Social CRM implementation plans are vital to the success of sales organizations for various reasons. Any business that ignores the importance of CRM is losing an opportunity to increase its bottom line. Unless they have been trained properly, most sales professionals ignore social media activities that may be viewed as time wasters. Social CRM is no different.

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Sales Management & Discipline

Your Sales Management Guru

Definition: training that corrects , molds, or perfects the mental faculties or moral character, control gained by enforcing obedience or order, orderly or prescribed conduct or pattern of behavior. Re-install his quarterly salesperson training program. Increase the focus on CRM execution. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Sales Leadership Training Sales Management Systems Sales Management TrainingSales Management and Discipline. Let me know?

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The Fight for the CRM Admin: The “Floater”


“In which department should my CRM ( Customer Relationship Management ) administrator reside?” As a past CRM administrator, analyst, and manager, I usually reported directly to sales departments. However, this doesn’t mean it’s the best place CRM admins should reside, nor is there a “universal” correct answer. Regardless of department, I would advise that any CRM person take a “floater” approach when dealing with multiple departments, processes, and system design and administration. How is long-term CRM success achieved? Marketing. Blog Feed Manufacturing

Do You Train Your Inside Sales Reps To Know The Basics First?

Sales Prospecting Perspectives

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.

Brand Reputation Management Requires CRM- Guest Post

Fearless Competitor

Invest in customer service training for everyone who interacts with your audience. At the center of your customer support software toolbox is your company’s customer relationship management software (CRM). The post Brand Reputation Management Requires CRM- Guest Post appeared first on Fearless Competitor. Delivering Happiness is a project and book by her and Tony Hsieh.

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Sales Management: What is your goal–today?

Your Sales Management Guru

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. As you will see from the free download, there could be a variety of actions that might be required today!  It may be as simple as checking CRM for quality/updates or developing the quarterly sales training program or making sales calls not to attempt to close an opportunity but to evaluate the ability of a salesperson and coach them to a higher level.

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The Key Marketing Automation Players On Your Team


every organization, regardless of how big or how small, there are team members that must be available and sufficiently trained to make the most of your marketing automation implementation. Without these key players, you risk being able to execute programs and campaigns that support the business and integrate the system with your CRM to effectively to maximize opportunities and track revenue.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Dashboard and CRM reports are one thing but does your team as individuals and together feel accountable to achieving the organizations goals? Focus on continuous training; in the field or in the office. It is the sales manager’s job to evaluate each salesperson’s talent and skill level and to develop team and individual sales training programs. This was a musical weekend. 

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

The one action to for you to do is easy and depending on the size of your sales team or location (remote/multiple offices/local) some creativity or logistics may need to be implemented, but here’s the tip we tell all of our clients: Instead of burying your sales pipeline in a CRM database visually display the top ten (10) sales opportunities where they can be seen by yourself and or your team.

What is Predictive Marketing?


Today, we have advanced data science techniques , such as natural language processing and machine learning, so predictive systems can quickly train and learn on their own, without human intervention. The most common use of predictive marketing analytics today is within a companies' CRM. Prior to 2011, the term "predictive marketing" had almost. zero search interest on Google.

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Return on Sales Enablement: The Adoption Challenge

The ROI Guy

This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? Yet many are not seeing a return on sales enablement: What about all the investments over the past decade in CRM?

Make the most of your content mastermind session


If you already use your CRM to learn more about your customers, start with that data. This is where your CRM data helps you plan a great session. Your CRM data will help you determine which types will work best for your business, based on the content your customers are most inclined to read, respond to, and share. Where to Start. What do they want? What engages them?

Is Your Sales & Marketing Team Ready for a CRM?


As a marketer, you're likely familiar with a CRM system; if not, no worries, you're about to learn all about it! In an attempt to equip businesses with the right CRM system for their needs , this post will explain -- without the gobbledygook -- what the heck a CRM is, why they are incredibly valuable in the right hands, and whether you actually need one at this stage in the game.

Is Sales Training a Component of Sales Enablement?

Sales Intelligence View

Sales Intelligence B2B b2b sales CRM crm 2.0 This post originally appeared on the Group, where InsideView regularly contributes articles about leveraging social media and technology for sales organizations. Companies of all sizes that focus on their sales teams have to put effort in building them into superstars. If the sales people are going to be unleashed into the world to follow [.]. Prospecting Sales 2.0 customer 2.0 Enterprise 2.0 Inbound Marketing insideview jigsaw linkedin marketing Sales Sales Data sales productivity salesview social selling Web 2.0

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Rate the quality of your 3-month sales-training program, is it defined and implemented? Rate the quality of your CRM/SFA system, is it being used effectively?  Is it up to date?  Is it backed-up? 1, 2, 3, 4, 5. Sales Leadership TrainingAcumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved.

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How to Have a Successful Marketing Automation Implementation


If you know that you are going to be working with custom objects within your customer resource management (CRM), you need to make sure you are implementing your MAP to support custom objects. It is then you can begin to determine the best way to implement so that the technology can enable the strategy: Will you sync all leads over to your CRM or wait until they have reached a desired lead qualification stage? Integration with your CRM. Ensure you have the business owners in the room when you are discussing changes to your organization’s CRM platform. Summary.

Three barriers to B2B data-driven marketing


It may be “predictive analytics,” “CRM,” “Big Data,” or a zillion other buzzwords.  So classically trained practitioners need to go with the flow and adjust to the new vocabulary.  B2B Marketing B-to-B marketing B2B marketing Big Data CRM Customer experience data-driven marketing database marketing go-to-marketData drives everything we do.” Organization and process.

6 thorny data problems that Vex B2B marketers, and how to solve them


Train and motivate them well. B2B Marketing Social Media Marketing attribution B-to-B marketing B2B marketing CRM customer data data hygiene data matching database marketing de-duplication marketing database unstructured data Business-to-business marketers are plagued by data problems. Business data is complex and fast-changing.  Our legacy databases are not as robust as we need. 

Tips On How Social Crm Transforms Businesses

Sales Intelligence View

Considering that the basic function of management is to empower people to be more productive, this can be assimilated in social media through social crm. If harnessed through customer relations management (CRM), social media can produce financial benefits for businesses. Social crm integrates both social data and social concepts to engage the customer in a collaborative conversation.

Your Customers Are Way More Efficient Than You Are

B2B Marketing Unplugged

I just love sitting in the quiet zone on the train. Imagine my disappointment last week when I jumped on a crowded train and had to sit in the noisy bit. Add to that the general social intimidation that comes from being Canadian and the confined space on a commuter train, and you have a very interesting set of imperative whispers punctuated by the occasional “are you serious?”. .

Marketing automation is not marketing strategy


Remember ten years ago, when CRM came along?  Marketers thought that the new CRM software would solve their customer service and customer retention problems. Train up your team.  And junior staffers need training in strategic marketing thinking. B2B Marketing Internet Marketing Slider B-to-B marketing CRM Eloqua marketing automation Marketo Sirius Decisions

Sales On-Boarding Programs

Your Sales Management Guru

One of the most important  tools I have created is a 3 –week New Salesperson On-Boarding Plan , it contains what I believe are the necessary skills/knowledge that any new salesperson needs prior to selling a product/services.  We make sure they know how to use the telephone, CRM, Contracts, marketing tools as well training to clearly sell your organization and understand your products/services.

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Planning Your Sales Training

Your Sales Management Guru

Planning Your Sales Training.  In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. While Acumen Management is not a sales training firm, we do focus on the facts that sales management MUST focus on sales training within their own firms. like to recommend that members of your sales team become the sales trainers. link]. Move up and move ahead!

Sales Revenue Growth for 2014? More of the Same Won’t Deliver Results

The ROI Guy

To hit these targets you will have to do more, with most organizations investing in three key areas to try and drive results: More Sales Reps More Training More Traditional Content But is “more” really more, or will “more “result in the same, or worse, less? More Training Sales organizations spend significantly in training every year, trying to impart new methodologies and skills.