14
Aug
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.
19
Jul
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.
15
Jun
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?”
8
Jun
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.
16
May
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.
3
May
I recently read the most recent shareholder letter from Amazon CEO Jeff Bezos, where Bezos listed four elements he says are vital to maintaining a business’s vibrancy and relevance. Among the listed elements was “a skeptical view of proxies,”
18
Apr
As a sales manager for a major industrial distribution company for 15 years before founding SalesProcess360, I gained firsthand experience in establishing successful sales processes driven by customer relationship management.
4
Apr
We’ve all heard plenty of statistics about how the millennial generation is impacting distributors from the buyer side; the trends of millennials being more likely to buy products online and of millennials having growing influence in B2B buying have attracted plenty of attention.
21
Mar
I often tell companies searching for a CRM vendor that finding the right CRM partner – and building a long-lasting, successful relationship with them – is a lot like a marriage. Here are some tips to make that “marriage” strong
9
Mar
I spoke last week at the Sales GPS Executive Workshop in Austin, hosted by MDM and Indian River Consulting Group. I talked with distribution leaders there about how many distribution companies proudly consider themselves to be quoting machines.