Trending Sources

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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July Sales Training Tip: YouTube.com

Your Sales Management Guru

Your July Sales Training Tip: YouTube.com. 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.

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 Salesforce.com. 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.

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Why You Should Invest In Inbound Marketing Before CRM Implementation

Hubspot

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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B2B: Involve Your Sales People in Social Media Marketing and CRM Now

Conversionation

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. What do you do with them?

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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.

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 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?

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Tomorrow People Leaves Salesforce.com in Favour of Workbooks CRM

Tomorrow People

Tomorrow People has selected British Cloud CRM provider Workbooks.com to replace its Salesforce.com 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.

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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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.

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.

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The Fight for the CRM Admin: The “Floater”

Fathom

“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

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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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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What is Predictive Marketing?

SalesPredict

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.

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?

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. 

The Key Marketing Automation Players On Your Team

ANNUITAS

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.

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.

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 Focus.com 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

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Make the most of your content mastermind session

Biznology

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?

How to Have a Successful Marketing Automation Implementation

ANNUITAS

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.

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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Is Your Sales & Marketing Team Ready for a CRM?

Hubspot

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.

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Marketing automation is not marketing strategy

Biznology

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 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.

Three barriers to B2B data-driven marketing

Biznology

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.

March 2011 Release – New Company Profile Design, Prospect List Sorting, and seamless export to Microsoft Dynamics CRM

Sales Intelligence View

Microsoft Dynamics CRM Users – Seamless Export & Sync. Seamless Data Export for Microsoft Dynamics CRM. Enable CRM users to sync and export data with a single click.  This new facility allows you to set up proxy / delegate user authentication for your Microsoft Dynamics CRM instance. We are happy to announce our March 2011 release. Enjoy! Company List Sorting.

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?”. .

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

Biznology

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. 

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. Ken@Aacumenmgmt.com. link]. Move up and move ahead!

Sales Leadership: The Impact of Creating a Sales Process

Your Sales Management Guru

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Leadership Management sales leadership Sales Leadership Training Sales Management Consulting Sales Management Training Sales Leadership: The Impact of a Creating a Sales Process  . It occurs almost every time I speak or every initial client visit. Why is this important enough to write about? The Results! Why is this important?  Pipeline values become more accurate. 3f4qb8v9ge.

A Sales Manager’s Recipe: What is Cooking in 2012

Your Sales Management Guru

Once a week; review your sales teams CRM system to ensure they are using it properly and casually ask each team member about their certain activities within their key accounts.  Fire them up with new products or packaging/pricing, change the game with new times for sales and sales training meetings-even re-arrange the sales offices.  Invest in sales management training, books, DVD’s. Books Keynote Programs Leadership Management Sales Kick Off Meeting Sales Leadership Training Sales Management Systems Sales Management TrainingAcumen Management Group Ltd.

Three Reasons Customer Experience Management Fails – Part II

B2B Marketing Unplugged

These days, service managers are trained to tuck in their shirts, make fresh coffee and understand that the person in front of them has just had their car flat line on the way to a big meeting or that the last thing they need is a four-digit repair bill. CRM B2B marketing bizmarketer CEM customer experience management Elizabeth Williams linkedin porcupines Well that’s hopeful. Uh oh.

Your 2012 Sales Plan

Your Sales Management Guru

Training Plan. 8.1.5      New Hire Training Plan.  . 12.1.1   Sales Force Automation/ CRM technology. Leadership Management Sales Leadership Training Sales Management Sales Management Planning Sales Management Training  Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan. offerings in 2011? capability in 2011?

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Stop Apologizing, Start Measuring

B2B Marketing Unplugged

We train for this stuff. You probably have some basic training about empathy and tone of voice, but I will bet you haven’t got a nice talk track around why it’s taking forever for the customer record to load, or why the customer’s problem keeps recurring or why they need to provide their account number, mailing address and blood type each time their call is transferred to another rep.

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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