Sales POP - Purveyors of Propserity
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Improving B2B Sales Forecast Accuracy

Improving B2B Sales Forecast Accuracy

Sales Management / Apr 28, 2014 / Hans Österman

For any business engaged in sales (and that would be pretty much all of them) sales forecasts are crucially important. Companies normally go to great lengths to create accurate sales forecasts, for entire chains of events are tied to them. These include the procurement of raw materials, creation of products to meet demand, hiring and ... Read More

For Sales, A CRM Software Solution Should Be the Only Platform

For Sales, A CRM Software Solution Should Be the Only Platform

For Sales Pros / Apr 7, 2014 / Hans Österman

For many years, a CRM software solution has been considered something separate from other vital sales tools—tools such as a sales process, email, web services and, lately, social media platforms. This prevalent consideration has been aptly illustrated by the fact that for salespeople, entering data into CRM was yet another cumbersome administrative task carefully designed ... Read More

CRM Application ROI: 6 Tips for Rapid CRM Adoption

CRM Application ROI: 6 Tips for Rapid CRM Adoption

For Sales Pros / Mar 17, 2014 / Hans Österman

By the time a company is implementing a CRM solution, much has transpired. Traditionally, the IT department has researched various CRM applications, has obtained requirements from various concerned departments and personnel in the company, has pitched the solution to executives, has obtained purchase approval, and is now putting the application to work. Now comes the crucial operation: ... Read More

Sales Strategies: 6 Keys to Insight Selling

Sales Strategies: 6 Keys to Insight Selling

Sales Management / Mar 6, 2014 / Hans Österman

Recent statistics that have been making the rounds in sales strategy seminars seem somewhat alarming: that 70 percent of buying decisions are made in advance of ever contacting a salesperson; and that 57 percent of the buying process is completed prior to engaging with any sales rep. If a buyer is so educated by the ... Read More

Sales Strategy and Competition

Sales Strategy and Competition

Sales Management / Feb 12, 2014 / Hans Österman

The factor of competition must always be figured into sales strategy. In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril. Ancient Chinese military philosopher Sun Tzu famously said, “Keep your friends close and your enemies closer”—and it’s just as true in ... Read More

Sales Pipeline Management: Fully Grasp Buyer Behavior

Sales Pipeline Management: Fully Grasp Buyer Behavior

Sales Management / Feb 6, 2014 / Hans Österman

In recent articles, we’ve been discussing the vital necessity of aligning Sales and Marketing. When each is working in its own sphere and more or less contesting one another, a company is factually crippled. This is especially true in today’s lightning-fast and fiercely competitive business environment; a company needs to operate as a unified team to ... Read More

CRM Tool ROI: Why Mirror Your Sales Process?

CRM Tool ROI: Why Mirror Your Sales Process?

For Sales Pros / Jan 28, 2014 / Hans Österman

One vital key to getting the most ROI from your CRM tool is to ensure your CRM application mirrors your sales process. Regrettably, traditional CRM solutions have not done this, and the resulting extra work and “workaround” has been a nightmare for sales. Today, however, there is every reason for CRM to mirror a sales ... Read More

3 Steps to CRM Tool ROI

3 Steps to CRM Tool ROI

For Sales Pros / Jan 20, 2014 / Hans Österman

ROI (return on investment) is normally part of every proposal for a software purchase. Those within the company requesting the purchase must do all they can to provide information to senior executives and finance officers showing how quickly that purchase will pay for itself. For a CRM tool, a full ROI statement should not be ... Read More

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