CRMs – Friend or Foe?
Most businesses use some sort of customer data system to capture contact information and make notes to keep track of conversations – using anything from a spreadsheet to a full-on Customer Relationship Management (CRM) system. However, not all systems are considered valuable tools by the team. Getting the Most from Your CRM The key to a CRM being an effective sales organization and management tool is to make sure: You choose one that is built for the functionality you need.It’s easy to use.It’s easy to update.It provides the ability to clearly display the sales pipeline And don’t forget to make sure it’s accessible from laptops, tablets, and phones! Salesforce Is Not the Only Game in Town Here’s a newsflash – Salesforce is not a good choice for most small and…
Are Your Salespeople Highly Effective?
An important part of developing a high performing sales team is making sure the group is comprised of the best suited individuals who are or have potential to be high performers. These salespeople have demonstrated success in their ability to generate new business by identifying prospects who are good potential clients and effectively moving them through the sales process. In today’s business environment, salespeople also need to be able to represent the company professionally and prospect competently in person, via phone and using video conferencing. Salespeople need to be well organized, transparent and results-focused with the ability to earn the confidence of not only new contacts and prospects, but also of the company’s internal stakeholders. Traits of Highly Effective Salespeople In my years of sales management experience, I’ve recognized these…
Is Ineffective Sales Management Bringing You Down?
Selling your product or service is fun, right? It’s what you created and it’s what you do best. And you get a lot of satisfaction providing your solution to your customers.However, when you get to a point when you can’t do all the selling yourself, you hire a salesperson and quickly learn that sales management can be a drag. Maybe the salesperson you hired didn’t deliver. Maybe the salesperson isn’t representing your company the way you want. Maybe you find you haven’t hired the right kind of salesperson and you have a lot of turnover in this role. You get nothing but a lot of excuses.Something needs to change! You need professional sales management, either in the form of hiring a full-time sales manager or enlisting the help of an…
How Changing Buyer Behaviors Affect Your Revenues | August 2020 Newsletter
The August 2020 Newsletter:
How to Effectively Communicate with Prospects in this New Normal | June 2020 Newsletter
The June 2020 Newsletter: Peruse the entire Newsletter here
How to Make Messaging All About the Customer
Messaging is so important in business, yet if not done right, it can cost you the opportunity to reach customers who really need and want what you offer, permanently. In my video below, I review the importance of messaging with your solution to your customer’s problem in mind and share three ways to craft your message around your customers. The trick is to think like the buyer – what catches their attention and motivates them to respond? https://youtu.be/b7hp_qPFTeM1. Unique Value PropositionThis is incredibly important, as it defines the value that you bring to your customer and is what sets you apart from your competitors. So many businesses lack a well thought out value proposition or use messaging that is too long and wordy. And you may need a UVP for…