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As you know, customers are now more aware of the options available to them than ever before. The explosion of information online combined with content marketing and discussion on social media has changed the buying journey – forever. Now that may sound dramatic, but the implications for sales teams are HUGE – and not every ...

Part of the debate over the move to a cloud CRM solution centers around costs. Since data hosting costs comprise a significant portion of any company’s budget, it well behooves an organization to research this point thoroughly and learn the whole truth of the matter: is it more cost-effective to retain data resources on-site, or ...

A prime concern with companies contemplating the move to a cloud CRM solution is: will my data be safe? With data being potentially stored off-shore, potential data ownership issues, and even concerns over safely transferring data, it certainly isn’t a minor issue. But as with other cloud CRM concerns we’ve been addressing in this series, ...

Sales velocity is a crucial factor in today’s highly competitive business environment. The last thing a company needs to worry about is the sales force not being able to instantly save to or access data from CRM system, when needed. Hence a common concern about moving to a cloud CRM is the worry about poor ...

When considering a cloud CRM solution—or a move to the cloud in general—many companies still have a concern over security. A 2013 survey by 451 Research of enterprise IT professionals and decision makers revealed that security remains the primary concern relating to cloud-related activities. This is understandable, as exposure to the internet always carries some ...

As a sales manager, you have the challenging task of motivating a team of sales professionals (who often work remotely), to achieve individual and the wider business sales targets. To enable you to keep a grasp on performance, no doubt you rely on metrics. But as Jason Jordan, Co-author of “Cracking the Sales Management Code” ...

To take full advantage of your sales process, you need a management tool that will enable you to: Track the performance of your sales process Manage the sales staff that are responsible for using it Here are five reasons why: #1: Manage Your Sales Force Effectively and Fairly If you don’t have a sales management ...

For a sales process to be effective, it needs to deliver value to your customers’ buying journey, and offer value to the sales reps and managers who use it. But what does it mean to “add value” in this context? Put simply: The sales process adds value to sales reps and managers, when it works ...