Once you’ve created a robust sales process for your organisation, the next step is to ensure you can accurately measure it. That’s because the figures you generate will provide you with the clarity you need to make better decisions and ensure smarter execution of your ideas. In addition, if you can quantify the performance of ...
There has lately been an attempt to differentiate overall sales in to various broad sectors: territory management, account management, call management and opportunity management. These all certainly have their own sales techniques, issues, peculiarities, and solutions—but not only does the last of these, opportunity management, fully embrace the rest of them, but underlies them and ...
A well-defined, carefully measured sales funnel is one of the most powerful tools that an organisation has at its disposal. That’s because if you understand the metrics within your pipeline, you’ll have access to the information you need to create more opportunities, generate more leads (from the right kind of customer) and encourage existing customers ...
The call to action is the most important element of any lead generation activity. It is the part of your email, web page, landing page or other device that causes the reader to act (hence the name). That is, click through to a software download, fill out a contact form for more information, “call us ...
Lead generation used to be quite different than it is today. A company could do some research about potential clients, create some materials, send them out, and count on a certain percentage of leads coming back. When contacting those leads the sales force could have some confidence that the prospects, for the most part, wouldn’t ...
Looking for a new CRM system for your company? Define your terms first! If you would argue with me, first define your terms! This famous challenge was first made by French philosopher Voltaire way back in the seventeenth century, yet it finds complete applicability today—especially when it comes to the specification and selection of sales ...
Sales reps often complain that traditional, cumbersome CRM systems benefit sales management, not the sales force. What the reps can’t see—simply because they are not there—is that sales management is suffering because of these CRM systems also. Due to sheer numbers of personnel, transactions and demands, a sales manager’s job can be seriously complex and ...
We’ve all been there. A sales forecast is done and a corresponding sales quota set for a quarter or a year. About four-fifths of the way through that sales period everyone realizes that without a few miracles the quota will not be met. In the last few weeks, miracles are indeed brought about—and the sales ...
