Customer relationship management (CRM) has seen quite the evolution over the last several years. For a long time, companies and brands utilized multiple disparate tools to attract and retain customers, and often without any real cohesive strategy around that goal. As CRM mega platforms like Salesforce and Microsoft Dynamics 365 emerged, CRM became more of […]
Where is CRM Headed in 2019? Read More »
We have come to the final post in our lead management series. Stage 7 of the lead management process involves establishing a foundation for customer management analytics from acquisition to advocacy. This stage brings all of the previous stages together into the lead management process. Let’s broaden the definition of lead management to include the
Establishing the Lead Management Process: Acquisition to Advocacy Read More »
kaboompics / Pixabay We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, we
Rethinking the Sales and Marketing Organization Read More »
Analyzing and mapping the buyer journey is not new. In fact, it’s commonly used in consumer marketing. But despite its tremendous benefits, it has not been widely adopted in the B2B professional services space. That’s a missed opportunity. You see, buyer journey mapping encourages you to look at the entire lifecycle of a client —
A Model for Professional Services Read More »
The fourth-quarter revenue push is always a worrisome thing for CEOs and owners of companies. You’ve only got a few more months to earn as much money as you can, which is why your salespeople have to be on their game. Of course, most people know that the fourth-quarter might not be the best time
4 Successful Sales Strategies for the Fourth-Quarter Revenue Push Read More »
Entering the job force is the precarious, but obviously critical, first step into the real world for most new college graduates. And the process it takes to find that perfect career fit is one of the most stressful times for everyone that has walked down that path. Think about it – you’re stepping out on
Valuing an Innovative Culture in Sales Read More »
TeroVesalainen / Pixabay Today I want to talk about your sales and business processes. In other words, I want to talk about how to grow your business by being either a hunter or a gatherer. Now, being a gatherer doesn’t necessarily grow business, but it can. But being a hunter, oh, they go find those
How To Improve Your Business Growth? – Hunt vs Gather Read More »
Negotiation in Sales is About Perspective Negotiating in sales is one of the most fundamental aspects of selling. Every sales professional will spend the majority of his/her career negotiating with either their customers, employees, and even themselves. Getting other people to see things from your perspective while listening to their point of view in an
4 Key Principles of Negotiation in Sales Read More »
rawpixel / Pixabay In part one of this topic, we discussed how to figure out what makes a good channel sales partner. In that post, we left you with the question of how you find potential channel sales partners in the first place. After all, there can be no opinions about a channel sales partner
How to Find Potential Channel Sales Partners Read More »
Has hitting reset ever been easy? In sales, you can have the most productive month of your career, creating pipeline and accruing revenue so far beyond your goals that you think you’ve peaked. And then your numbers reset to zero when the next month comes. You’re back to square one, and sometimes it’s tough to
How to Survive the Transition to Account-Based Sales Development Read More »
