Call Reports & Sales People…the Reality!

OK, let’s get real about sales people for a minute. Sales people want to make sales calls. They want to make calls on qualified leads and on profitable customers who can generate sales and compensation. They are like gunslingers interested in the “quick kill.” You hire them to sell and that’s where you want them to spend their time.read more >

6 CRM Best Practices

Today we have a guest post from Russ Hill, Founder and CEO of Ultimate Lead Systems. With a couple of decades of experience helping companies with their B2B sales lead management and CRM programs, 6 Best Practices have revealed themselves that I would like to share. I’ve witnessed companies succeed and increase sales by diligently applying these practices. I’ve also seen organizations waste thousands of marketing dollars and lose thousands of dollars in sales opportunities by ignoring these practices. If you are serious about improving your sales and marketing ROI, these practices will lead you to some big wins. 1. Get your sales and marketing teams on the same page First of all, Sales and Marketing need to re-think how they fundamentally interact. They frequently operate in their own “silos.” They need to learn how to support each other to release their inherent synergy to increase sales. Customers are rarely ready to sign a purchase order when reps first call. And reps are usually not present when the purchasing decision is made. Thus, today’s marketing programs need to nurture buyers throughout their buying process and notify the rep when a buyer is ready to engage. Marketers must send the right messages out at the right time that appeal to all of the buying influences. And the sales person must make multiple calls on the right people to further cultivate the relationship. It is a team selling approach. Everyone has a role and responsibility. Industry research shows that buyers are 60% into their buying process before they engage your company or sales person, so it’s crucial to have sales and marketing working together. 10106read more >

Leverage Your Presence on Social Media Sites

Are you taking advantage of the numerous sites out there that can drive traffic back to you? If your online presence is limited to things like banner ads and blogging, you're missing out on some great social media marketing opportunities. Following is a link to 50 sites you may want to visit. Granted, they may not all be appplicable, but I'll bet you'll find plenty to keep you busy for a while.read more >