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How your CRM benefits your business? How socially responsible is your CRM solution? On the surface, this might seem like an odd question. But today there is a growing movement in business practices to benefit more than the company’s bottom line—to benefit employees, the community, society in general and even the environment. Terms for these new ...

The main problem with classic CRM solutions is that they have been developed only partially with salespeople in mind. Yet it has been the salespeople on the front lines interacting with customers and prospects that really need automated support. They need to quickly be able to discover which sales are wherein various stages of their ...

What is sales management trying to do? Some would answer, “the impossible.” It is charged, first and foremost, with making sure sales targets are met. That means making sure each salesperson is making his or her quota, providing any possible assistance or tags for sales reps where needed, and correcting any that are not making ...

Precise and accurate estimation of risk and security is the foundation of success for entrepreneurs. What this means is that the entrepreneur evaluates each risk taken against the security of the enterprise and his or her own position. Successful entrepreneurs always approximate the right balance between them, so that the existing activity and organization is ...

Traditionally, salespeople have been regarded as special—if for no other reason than they can do something many others can’t: sell. But natively, salespeople are in actuality entrepreneurs within the enterprise. If we take a closer look at why this is and what that means, we can see there are many ways you could empower salespeople ...

Within companies throughout the world, sales strategies depend on salespeople—and salespeople are viewed in greatly differing ways. Some admire them for doing a job that most others can’t; others view them as people that fulfill a vital function but need to be monitored and controlled; yet others consider them annoyances and prima donnas. Putting good ...

It”s been stated in every article in this series, but it cannot be repeated often enough: a flexible, intuitive CRM (customer relationship management) system is vital to sales activities in any company. But it is well worth taking a closer look at the person most affected by a CRM—the sales rep—and how you can get ...

A CRM (customer relationship management) application provides enormous benefit for a company. It is quite literally the interface between an enterprise and its public—and its effectiveness can spell the difference between a business’ success and failure. But underlying the success of the CRM is another vital basic element: the sales process. Without an established sales ...