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Monthly Archives:November 2015

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3 Steps to Better Opportunity Management

Brian Gardner No Comments

Last week, I hosted an online CRM best practices roundtable in partnership with the Measurement, Control and Automation Association (MCAA). We covered a variety of topics, but tracking opportunities on the front end of the sales cycle was a dominant theme. Below, I’ve compiled a few opportunity management tips from the session for those who weren’t able to attend this members-only roundtable.

Cover image CRM survey page

CRM Survey Now Open – Deadline Nov. 3

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Some industrial sales organizations are getting great ROI on their CRM investments, while others continue to struggle. What factors separate these two groups?

To find the answer, SalesProcess360 has partnered with Modern Distribution Management to administer a short survey to distributors, manufacturers and manufacturers’ reps.

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3 Tips for Setting Up Your CRM Dashboard

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Modern CRM systems collect large volumes of data that can be used to better manage people, products, business opportunities and more. Without the help of filters and views to make sense of these data, though, it would be overwhelming if not impossible to draw any useful conclusions from them. 

CRM Data Drives Better Business Decisions

Brian Gardner No Comments

Most companies – typically more than 90% of companies with CRM that I talk to during presentations and association roundtable events – don’t feel like they are getting a return on their investment in CRM.

CRM is a wonderful tool for making better business decisions

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How to Predict (and Prepare for) Sales Team Turnover

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The July-August 2017 issue of Harvard Business Review reported on a new study aimed at predicting which salespeople are most likely to quit.

Dust Off Those Binders: How CRM Can Translate Training Into Action

Brian Gardner No Comments

Have you ever noticed how easy it is to get excited about sales concepts, and how hard it is to turn them into a reality? We’ve all been there. We send our sales teams to a one- or two-day class and they come home with a head full of ideas and a three-ring binder.

Start Slow: The Right Way to Set Up a Pilot of Your CRM Software

Start Slow: The Right Way to Set Up a Pilot of Your CRM Software

Brian Gardner No Comments

The implementation of a new CRM software program can feel like a full-time job. While it may be tempting to push through the implementation quickly to move on to other projects, I highly recommend you roll out your CRM project slowly and grow it from there. One great way to do this is with a pilot, but there is a wrong and a right way to conduct one.

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How to Get Executive Buy-in for Your CRM Initiative

Brian Gardner No Comments

Last month, I conducted a webinar on ROI from CRM in partnership with Modern Distribution Management (available on-demand here). Among the questions I received: “What tips do you have for bringing the executive team on board after purchase?”

Perceptions of Pay and Prestige

Perceptions of Pay and Prestige: Obstacles to Sales Realignment

Brian Gardner No Comments

Recently, I worked with a client to analyze the alignment of their sales force. Using 4-D account profiling (learn about that profiling technique here), we discovered that many of the accounts visited by the client’s hunters – reps aggressively seeking new business – had small current volume and very little potential for growth.

What’s More Important: Back-End or Front-End Sales KPIs?

What’s More Important: Back-End or Front-End Sales KPIs?

Brian Gardner No Comments

Last week, I got this question from a webinar attendee while tying up my ROI from CRM webinar series with MDM: Are back-end or front-end KPIs more important? During my presentations, webinars and consulting jobs, I focus a lot on the front end of the sales cycle.

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SalesProcess360 Videos featuring Brian Gardner

Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.