Sales Management, Sales Training
Teaching Salespeople Empathy – We’ve all heard plenty about the importance of listening skills in selling. Unfortunately, I think many sales trainers and salespeople misunderstand the intention and end up teaching and learning to be quiet and let the...
CRM Software, Email Marketing, Lead Generation, Marketing Automation, Release Notes
SalesNexus will release a completely new design with enhanced features in June 2016. The user interface has been updated and modernized to be easier for new users to learn and use quickly and to provide more full featured controls on tablets. In addition, the...
CRM Software, Marketing Automation, Sales Management
Sales Black Box – Open the Black Box of Sales – Imagine that your market is in a serious downturn… You have to make changes. Like most leaders, cutting personnel is the last resort. Your squeezing every drop of savings out of your operations,...
CRM Software, Sales Management, Sales Training
We’ve all heard that 50% of CRM implementations fail. And the #1 reason for failure is that the sales team won’t use the CRM. Click here for a review of studies and statistics on CRM failure. On the bright side, 50% of CRM implementations succeed too! To ensure...
CRM Software, Email Marketing
CRM solutions all have various features related to sending and managing email. But there are significant differences in the specifics of how solutions accomplish these things. The following is a comparison of limitations and capabilities related to email for...
CRM Software, Sales Management
We had the opportunity to attend the recent AA-ISP event in San Francisco on February 18, 2016. As always, Bob Perkins, Larry Reeves and the entire team at AA-ISP (American Association of Inside Sales Professionals) put together a power packed event. The day was full...
Email Marketing, Lead Generation, Marketing Automation
There’s a lot out there about the Buyer Engagement Cycle or the Buying Cycle. For B2B sales teams, it’s important to break the process down into finer detail than most marketing folks typically do. The common Buying Cycle goes like this: Awareness,...
CRM Software, Sales Management, Sales Training
Inmates running the asylum? Salespeople doing what they do with no real accountability? Salespeople are great at telling stories and that is precisely what makes them challenging to manage. “What did you do today?”, asks the manager. “I met with 5 awesome...
CRM Software, Sales Management
Does your ERP talk to your CRM? First, ERP stands for enterprise resource planning. It can be used to refer to accounting systems and also solutions that manage inventory, product pricing and shipping. Popular ERPs include Sage 50 (formerly Peachtree Accounting),...
Sales Management, Sales Training
Sales know how is essential to sales success in any industry. The learning curve of a sales person can be very slow and expensive if they’re relying soley on first hand experience. Investing in sales training makes a lot of sense for new, inexperienced sales...
Email Marketing, Marketing Automation
How many emails can you send from popular email marketing solutions? That’s a tough question to answer that the vendors themselves don’t make that clear. Each has their array of packages and options and the devil is definitely in the details. In particular, for B2B...
Email Marketing, Marketing Automation
I bet you didn’t know you’re already in the email marketing business, big time! How many people on your staff are sending emails to clients? How many of those emails are directly impacting the client’s relationship with your company and your revenue? Of course, sales...
