5 CRM Related Problems Facing Sales Managers Today

CRM is all about building mutually beneficial customer relationships. Today, the CRM market has matured and CRM buyers are pretty savvy. You know what technology you want, and you know how to use it, but you can still run into problems. We’re going to publish a two part post on the problems that Sales Managers face relating to CRM implementation and usage. The topics covered today will be:

  1. Poor CRM Adoption
  2. Low Quality Databases
  3. Legacy Data Elsewhere
  4. Poor Reports
  5. Inability To Find New Prospects

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Your Keyword Strategy – Keyword Research

“Without keywords, there’s no such thing as SEO.” Backlinko.com

This is a short introduction to the development of your new Keyword Strategy. Read on, and begin your research.

Make Your First List

Start by making a list of important topics based on what you know about your business. What do you make? What do you produce and sell? What is your service? Break up these topics into separate topic buckets. Consider choosing the topics that come up most often in sales conversations with your prospects.
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5 Incentives to Increase Sales Productivity

Increasing Sales productivity will increase your company’s overall performance without making any drastic changes. Here are some ideas we’ve grabbed from the web. We’ve provided a link beside each one so you can dig deeper if interested.

Sales leaders are always looking for new ways to motivate. “They stage grand kick-off meetings to announce new bonus programs. They promise exotic trips to rainmakers. When business is slow, they hold sales contests. If sales targets are missed, they blame the sales compensation plan and start from square one.” Harvard Business Review

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Generate Leads Quickly and Easily

Want to have a successful and profitable business? Then you need leads… and lots of them. And they need to be well qualified. So how is lead generation changing?

Leads used to come from a trio of mechanisms which worked in tandem – Advertising, Public Relations and Referrals. Now, whilst all of these still exist and are effective ways of generating leads, we now have the internet, and much more complex (and powerful) measurement tools.
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8 Up-Selling Best Practices

Poorly Executed Up-Selling Can Lead to Churn

Up-selling involves offering customers an upgraded or premium version of a product or service. Sites like Amazon and Expedia creatively use up-selling to improve revenue. “You bought product A, you might like product B and C too”. They don’t try to up-sell during the customer service process, they limit up-selling to the buyers purchasing phase.

It all depends on how many products you sell. Some companies only sell one, but they may sell multiple levels of service. Other companies can stock thousands of products. Either way, the following are relevant.

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Cross Selling Best Practices

Cross sellers can make additional solutions available to  purchasers. It’s such an ideal opportunity to add value to your sales, and company. So, why don’t more companies do it?

This post is a short summary/analysis of a Slideshare presentation by Rich Blakeman Sales VP for Miller Heiman.  The original presentation can be found here, written in 2009.

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How To: Proper Product Messaging

HubSpot have been writing killer content for years now. We’ve pulled together a few excellent points from their post titled “Features vs. Benefits: A Crash Course on Proper Messaging”

You can read their full post here.

It can be a little tricky to write content with your target customers in mind. You don’t want to condescend or preach. Writing about features was the traditional approach to product descriptions. As products and services are becoming more complicated and integrated, listing features has become a chore to write as well as to read!

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