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Front-End Sales Cycle

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.

Listening to Distributors

3 Things I’ve Learned About CRM by Listening to Distributors

Brian Gardner No Comments

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.

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.

Free Webinar: Proactive Sales Opportunity Management – 3 Takeaways in 30 Minutes

Brian Gardner No Comments

Reed StithJoin Reed Stith, our newest addition to the SalesProcess360 team, for a quick 30-minute webinar on sales opportunity management on Oct. 28 at 11-11:30 ET.

In this webinar, Stith will provide three practical insights to guide your team as it shifts from a reactive to a proactive mindset when it comes to acting on sales opportunities in both existing and new accounts.

Did you miss this webinar? Register and watch it on-demand!

What’s Wrong with Managing at the Quote Stage of the Sales Cycle?

Brian Gardner No Comments

At SalesProcess360, we put a premium on processes around the front end of the sales cycle, which includes lead and opportunity management.

Quotes and orders make up the back-end of the sales cycle, and that is where most distribution companies spend their time.

What’s wrong with managing at the quote stage?

Introducing Our New Book: ROI from CRM

Brian Gardner No Comments

ROI from CRM BookI’m excited to announce my new book, ROI from CRM: It’s About Sales Process, Not Just Technology, is now available from MDM. Order your copy here.

My goal with this book was to provide simple yet effective strategies to get the most from customer relationship management. When you read this book, you will learn how to approach CRM as a system for leveraging knowledge throughout your business, and gain an edge with a revamped sales process and engaged team.

How Do You Define a True Sales Opportunity?

Brian Gardner No Comments

Many companies struggle to identify what an “opportunity” truly is. An opportunity is a qualified lead. It’s not rumor of potential business. It has real potential to move to the quote stage. (Learn what a qualified lead is in this blog post.)

Don’t Let Your Leads Fall Into a Black Hole

Brian Gardner No Comments

Where do you get your leads from, and how do you know they are qualified?

Leads are the start of the sales cycle. They are part of what I call the front end of the sales process (along with opportunities). A lead is a broadly defined term that includes potential customers that may have shown interest in your products and services. Key word here is interest. At this stage, the lead is not yet qualified. You may refer to them as prospects.

What’s Your Business’s Leading Indicator?

Brian Gardner No Comments

Just as economists track leading indicators – such as the Purchasing Managers Index, durable goods orders and consumer sentiment – industrial companies should also have a leading indicator to better understand which direction their businesses are heading.

How Sales Process Can Give You a Competitive Edge

Brian Gardner No Comments

Brian GardnerWhen I ask businesses what their competitive edge is, most businesses will respond with: Their people, their products, their excellent customer service or their experience.

If I asked your competitors the same question, how would they respond? Most likely, they’d answer the same way. Which means what you think is your competitive edge is not a competitive edge at all.

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Book: ROI from CRM

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.