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SalesProcess360 Blog

What Sunday’s Super Bowl Win Can Teach Your Sales Team

Brian Gardner No Comments

On Tuesday, I presented an MDM webcast on long-term CRM success, just two days after the Patriots won Super Bowl LI. I couldn’t resist drawing a parallel between a contributor to their success and a characteristic of successful sales teams: teamwork.

Feb. 7 Webcast Preview: 3 Critical Focus Areas for Long-Term CRM Success

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Managing CRM according to the status quo will only yield status-quo results. I’ll be presenting three focus areas you can focus on for long-term success with CRM in my upcoming Feb. 7 webcast with MDM.com. It’s free: Register today.

The True Power of CRM (Hint: It’s Not About the Tech!)

Brian Gardner No Comments

The most common CRM-related problems I’ve found for companies over the years revolve around sales processes. For example, most industrial sales organizations are giving nonqualified leads to the sales team with no follow-up process, resulting in wasted effort.

Brian Gardner Joins Faculty of LSU Advanced Professional Sales Certificate Program

Brian Gardner No Comments

I’m pleased to announce I will be presenting Day 2 of Louisiana State University’s Advanced Professional Sales Certificate Program, which will run April 10-11, 2017.

I’ll share how to fuse sales process improvements and CRM to gain an edge over the competition. This interactive workshop will provide best practices to help sales executives drive organic growth.

Learn more about the certificate program on the LSU website.

Distributors: You’re Invited to Join Us at Sales GPS, March 1-2 in Austin

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Sales GPS 2017: Set a new course for your distribution sales model March 1-2 in Austin

I’m excited to announce I’ll be a featured speaker at the first Sales GPS 2017 conference on March 1-2 in Austin, co-hosted by Modern Distribution Management and Indian River Consulting Group.

The CRM Audit: A Systematic Approach to Getting ROI from CRM

Brian Gardner No Comments

It’s easy to get overwhelmed by CRM.

But rather than let technology get in the way of better process, I’ve learned that the most effective way for industrial sales organizations to get the most from CRM is to approach it systematically— with sales process top of mind.

3 Ways Culture Can Make – or Break – a CRM Implementation

Brian Gardner No Comments

The No. 1 reason I see that companies aren’t getting ROI from CRM is culture. This isn’t surprising: Many have 10, 20 or 30 years of culture under their belts, and bringing CRM in is a big change. They’ve been successful without CRM, so why should they change?

It will take time, but you can clear the culture barrier.

Go Deeper with 4-Dimensional Account Profiling

Brian Gardner No Comments

One-dimensional account profiling, typically using A, B, C or D based on the current business from each customer, is a step in the right direction. But if you want to take a more proactive approach to uncover new opportunities with existing and potential customers, take your profiling a step further.

MDM Webcast, Nov. 9: 3 Strategies to Uncover & Convert Sales Opportunities

Brian Gardner No Comments

MDM.comIn the second webcast of the MDM-SalesProcess360 quarterly series, Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, will home in on a critical part of that process: sales opportunity management.

Learn more about this webinar here or register now.

How to Make the Most of CRM Software Demos

Brian Gardner No Comments

With so many options to choose from, selecting the CRM system that best fits your company can be time-consuming and exhausting.

The key: Build a solution around your business, not just what the vendor offers. Sure, their software may have plenty of bells and whistles, but if those added features don’t cater to the needs of your company (or worse, if they’re inefficient and distracting), there’s no reason to invest in them.

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SalesProcess360 Founder Brian Gardner taps his decades of industrial sales experience to provide simple yet effective strategies to get the most from CRM. Order now.

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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.