Entries tagged with “CRM”.
Did you find what you wanted?
Although there are many out there who promise they have found it, there really is no magic bullet for lead generation. When you get right down to it, the best marketing automation tools are the ones that put you in the right place at the right time, that being when the prospect is most likely to buy.
Studies have shown that 2 of 3 sales are made to prospects who have said “no” not once, but 5 times! In fact, someone has to hear your company name at least 3 times before it even registers. One very successful sales rep stated he must leave an average of seven to ten voice mails before his messages are returned. (more…)
Posted by Susan A. Enns under Sales Skills
B2B Sales Connections has a regular feature in our newsletter called “Ask The Sales Coach”. As this month’s featured question was quite interesting, I thought I would share it on our blog as well.
Dear B2B Sales Coach:
If you could give sales people just one piece of advice to improve their sales performance, what would it be?
- Todd, Seattle, WA
Dear Todd,
(more…)
Posted by Susan A. Enns under Quick Sales Tips
Do you track all of your prospecting contacts in contact management program? Make sure you enter every call, regardless if they are a prospect or not. Not only it is important for you to know where to go when, but it is also important to know where not to go.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns
Posted by Susan A. Enns under Sales Quotes, Sales Skills
“A Follow-up File without a date of next contact is just a glorified phone book.” – Susan A. Enns
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.twitter.com/SusanEnns, or www.linkedin.com/in/susanenns
Posted by Susan A. Enns under Sales Management Skills
Over the years, CRM programs have advanced from simple, easy to use systems to complex behemoths that no one uses or understands. To prevent this, your CRM program should avoid the three basic mistakes in CRM design: (more…)
In today’s competitive environment, a properly designed Customer Relationship Management (CRM) program is simply a must have in order for your business to survive and grow. It doesn’t matter whether you are a small make-your-own wine store, a chiropractic clinic, an office equipment supplier or any other business, you must define the processes to be implemented to handle the contact with your customers. After all, if you don’t take care of your customers, somebody else will! (more…)
Posted by Susan A. Enns under Sales Skills
This is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the buying cycle to start the sales process. The branch manager asked each sales rep to call back on the same specified date in the future. Of the 7, only 2 sales reps called back. Only 2!
Although this may sound unbelievable, it is more often the rule than the exception. (more…)
