CRM Questions are answered by Richard Baldwin @ mycrmblog.com The original question was posted here. Can CRM Systems to Support Complex Sales I’ve been looking around at CRM solutions aimed specifically at supporting complex high value sales processes. The usual suspects (SalesForce.com etc..) are great for tracking the accounts contacts etc. but in my opinion [...]
Prior to starting an official CRM Evaluation, it is not an uncommon experience for me to find myself having the “do I need CRM” conversation. Executives will site lack of visibility, inability to manage the business to established measures, no protection for institutional data, and a host of other issues. Oddly, I rarely here reasons [...]
Is your sales organization not promoting a new product or service? Is sales focusing efforts on the install base instead focusing on new customers? Are they competing with channel partners instead of assisting them to execute in the marketplace? Are they focusing on one product or service more than another? These are common complaints you [...]
Conceptually, this discussion rages on independent of the CRM system in use. However, let’s examine a lead process and discuss conceptually what a lead actually is. In any SFA (sales force automation) implementation of a CRM system, careful consideration must be taken to properly set up the supporting modules.
I talk to sales leaders every single day. Some more sophisticated than others. I usually get brought in to discuss their need for new sales system (CRM) or to advise on possible process improvement. More often than not, the conversation starts with far too many clichés. Sales best practices are sadly not often considered but [...]
CRM Projects should always start with the software requirements specification! All too often the VP of Sales waltzes into the CIO’s office and says, “I need a CRM system, send me an email when you have found one and have it implemented.” Granted this is a bit of an extreme, somewhat cheeky example but, believe [...]
Often when I speak with sales people and sales management they express frustration that they need to sell to many industries their lack of expertise often compromises their ability to get to the next level. Often I hear questions like, ” I speak with prospects across all types of industries and it is difficult for [...]
I am a sucker for excellent marketing especially when the company backs it up with an excellent product and fantastic customer service. Originally, I was drawn to the stylish and informative ads that focus on the design and function. Dyson’s are one of the more expensive vacuums on the market.
Distractions are everywhere. We have all witnessed a young woman driving down the highway at 65mph, talking on her cell phone, drinking a cup of coffee, and putting on eye makeup in the rear view mirror. How does she even keep the car on the road?
Expertise in the product you are selling is a key success factor to wining deals and achieving sales excellence. However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal. A common mistake made by the super knowledgeable sales person is to start rattling off all [...]