Retail and wholesale mortgage brokers are in the same industry, so it would stand to reason that their needs would be similar. However, the needs of these two groups are quite different. Most CRM systems, specifically wholesale mortgage CRMs, are designed for retail mortgage brokers. It emphasizes loan submission and processing in the service of individual clients. […]
Do your salespeople have goals for 2017? Whose sales goals are they, theirs or yours? If your sales team hasn’t taken ownership of the goals you have for them, then you’re in trouble. If they don’t have the means to tie their daily activities to those goals and measure their progress, then expect things to […]
There are hundreds of CRM solutions available with a vast array of features for every type of user, industry and situation. Yet half of CRM implementations fail to reach the goals management has for the CRM system. In most cases, CRM failure comes in the planning and implementation. Too often, executives expect the CRM to […]
Everyone wants a sales dashboard, but what should be in it? Many online CRM solutions come complete with out of the box dashboards, but sales managers quickly find this generic information not specific enough to be actionable. What you define as a lead will not be the same as for the next sales team. What […]
…. Or Why Your Sales VP Just Quit It happens every day. A growing business hires a sales leader from outside to “take us to the next level”. The new guy or girl walks through the door ready to share their experience. That’s a big part of why they were hired. The business’ leadership is […]
SalesNexus, a well-established online CRM, email marketing, and lead generation provider, offers numerous features that allow users to get the most out of their sales CRM. Not only does SalesNexus offer a solution to those who could use a tool for email marketing, marketing automation, lead generation and sales team management, but also allows complete […]
You need your sales dashboard to give you instant intelligence about what’s happening with your customers, your sales team and in your sales pipeline. Pretty graphs of generic things like how many meetings got held are nice but, you need more. To know if a salesperson is focused in the right places, you need to […]
Are all sales leads created equally? Do your salespeople treat them that way? When you have a consistent criteria to define a qualified leads, sales results increase. Your salespeople can focus their time on the opportunities most likely to yield revenue in the near term and still maintain appropriate “nurturing” of the rest. This short […]
Sure, selling is an art. Most good salespeople bring intuitive “people skills” to the table. However, what separates the top producers from everyone else is often process. The most common short comings that undermine a salesperson’s success are Call Reluctance and Lack of Focus on Prospecting. Salespeople often prioritize customers that are about to purchase […]