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In recent articles we have been discussing the depth to which the ROI of any potential CRM solution purchase must be explored. We have emphasized the importance of surveying everyone in the company who will be interacting with it, with special attention being given to measuring the impact on and empowerment of your sales force. ...

Retirement services is a very specialized industry. You are assisting individuals in planning the security of their retirement years—the time in which they will no longer be working for a living and will depend on maximized investments to fully support them. Retirement services sales is, to say the least, a demanding occupation. On the one ...

In many companies, a more or less permanent state of opposition exists between Sales and Marketing. Marketing is doing everything they can in the area of lead generation and forwarding those leads onto the sales force. Sales is picking through the leads and taking the ones that look the most promising, and rejecting many claiming they’re ...

In recent articles, we’ve devoted much discussion to ROI (return on investment) with regard to CRM solutions ROI. CRM has a very intimate relationship with the success of not only a sales force but a whole company—hence it is well worth a considerable investment of time to figure out what a CRM application needs to ...

Just like any other industry, manufacturing is subject to market fluctuations. For example it was just reported that manufacturing sales for Canada were down by 0.9 percent for the month of December 2013. Sales volume declined 1.9 percent, which was the largest single drop in a year. If you’re a manufacturing sales rep, such economic ...

In recent articles we have discussed the necessity for Sales and Marketing to be aligned and operating as a unit, not as bickering and opposing forces. When they are in accord, pipeline management takes on a much more comprehensive scope. The pipeline, and therefore the sales process, can and should include steps for both sales and ...

In recent articles we have been covering ROI (return on investment) as regards a CRM tool. Computing ROI for CRM is a much more in-depth undertaking than for many other software solutions. When the full impact for CRM isn’t researched for every portion of the company that will interact with CRM, the company pays handsomely ...

Today forward-thinking companies are realizing that having Sales and Marketing in their traditional stances—that is, opposed to and bickering at each other—is not productive of a smoothly progressive organization. In its most basic form a company is a team. Its two most important revenue-producing units—Sales and Marketing—are part of that team, and in fact need ...