You’ve seen it yourself as sales management: despite a great sales process that the sales force is pushed to follow, and sales analytics measuring it, there can still be quite a difference between salespeople. Some close consistently, others close intermittently. Some meet—and in some cases exceed—their quotas. Others are always lagging behind. Can this gap ...
50 years ago, the success or failure a sale was carried completely by the salesperson. Leads were sketchy, there was little to no sales process of any kind, there was certainly no automation—and it was totally up to the sales rep and his or her skills. Through the 1980s and the 1990s, the pendulum swung ...
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 ...
We’ve got some exciting news for our Pipeliner CRM users. Let’s take a closer look:
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 ...
