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In recent articles we’ve explored what must happen to fully maximize ROI (return on investment) for a CRM system. It’s a more complex issue than ROI for many other software solutions, for in truth CRM is the backbone of your sales force, and key to marketing and other company functions as well. It has a ...

If there is a single word that could sum up the ideal sales attitude in the financial services industry, it would be care. While some financial services salespeople may not fit that characterization, the ones who succeed certainly do. A client seeking financial services is looking to entrust an organization—hopefully yours—with their hard-earned money. They expect ...

There was a time when sales were conducted without sales strategies. Salespeople just went out and sold, and that was that; they either sank or swum. But as businesses grew and competition became stiff, sales strategies were found to be needed in order for volume sales to occur, and so were evolved. As years went ...

It may seem a trivial point that between two factions operating as part of the same team, there must be agreement on terminology common to both. But when it comes to Sales and Marketing, the lack of such agreement can lead to a chasm that remains forever gaping until it is rectified. Not only is ...

Insurance sales can be a difficult and complex undertaking. In addition to the basic skill of selling and closing sales, there are many different types of product lines—and therefore deals—to track. At the same time, different customers have differing requirements, and you must keep careful track of those also. While traditional CRM applications may not ...

A sometimes ignored part of sales strategies is ensuring sales reps have the necessary skill levels to achieve those strategies. The most thought-out and potentially successful strategy in the world will only succeed to the level that salespeople are capable of executing it. Hence the enhancement of sales skill level should be a vital part of sales ...

In today’s business enterprises, marketing and sales are commonly divorced. In fact, their behavior can actually parallel that of a divorced couple—constantly bickering and blaming each other over lead quality and quantity. Marketing will assert that sales just isn’t following up the leads they have and is wasting them, while sales, following their sales strategies, ...

Salespeople can be total geniuses with their sales techniques. But they can become so focused in on their individual sales cycles that they can neglect the fact that part of all sales strategies is the actual management of opportunities—confidently keeping on top of them, making sure all of them are moving along, and knowing where ...