You’ve probably heard that 65 percent or more of today’s B2B buyers have fully researched purchases before ever talking to a sales rep. This radical shift has changed the buyers’ journey in today’s business world and it come about because of the internet.
If any word could be used to describe the manufacturing industry, it would be precision. It begins with the engineered processes used right on the manufacturing floor. It extends back to the exact types and amounts of raw materials ordered so that manufacturing process can occur. It extends forward to the delivery of the specific ...
As you know, a sales process is a systematic, repeatable series of steps that map out and track interaction with your prospects from their first point of engagement with your business through to a close. Now, if you’re responsible for sales, one of the most valuable tools you have at your disposal is your sales process. That’s ...
In our recent articles on marketing and sales alignment, we’ve primarily focused on co-defining levels of leads for the two groups, and encouraging cooperation between them throughout the sales process. It’s kind of like two members of a superhero group like the Fantastic Four: they both bring considerable yet different powers to the table. In ...
Sales and Marketing Alignment Can Enhance the Sales Process and Close More Deals It’s no longer the case that sales have full responsibility for the sales pipeline. That’s because according to recent research by SiriusDecisions, buyers can be more than two-thirds of the way through their initial research process when they decide to seek the ...
As we’ve been covering in earlier articles, computing ROI for a CRM systems is an involved affair. But another way of figuring ROI for CRM would be to put it under the heading of efficiency: how would efficiency be improved for the key areas of the company? For in the end, that’s what CRM is ...
At very first glance, it wouldn’t seem that buying or selling a home or commercial property would be all that complex. One party wants to sell. One party wants to buy. They come to an agreement. Money changes hands. That’s really all there is to it, isn’t it? Do you really need a CRM application ...
Recent statistics that have been making the rounds in sales strategy seminars seem somewhat alarming: that 70 percent of buying decisions are made in advance of ever contacting a salesperson; and that 57 percent of the buying process is completed prior to engaging with any sales rep. If a buyer is so educated by the ...
We had a great 2013 and we are on target to make this one even better… With a great start to this year and last year behind us, it is time to look forward. We are still firmly set on our path of commitment to provide even more educational methods and to assist salespeople. Our ...
A key part of aligning sales and marketing is to ensure your business gains a foothold during the early stages of your customer’s buyers’ cycle. That’s because if you do, the likelihood of attracting more leads and closing more sales increases significantly. Let’s explore the reasons why… In simple terms, the buyers’ journey describes the ...
All Topics Categories
- All Topics
- All About CRM
- Artificial Intelligence
- Business Culture
- Customer Experience
- Digital Selling
- For Sales Pros
- Health & Wellness
- Improve Sales Skills
- Improving Sales Team Performance
- Live Streamed Event
- Motivating Sales Teams
- Pipeliner CRM
- Recruiting Salespeople
- Sales & Marketing Alignment
- Sales Management
- Sales Training
- Technology Insights
- True Sales Tales