3 Insights to Make Your Manufacturing CRM More Effective

This is a guest post from Russ Hill, Founder of Ultimate Lead Systems. CRM programs come with big promise. The value proposition reminds me of the film the “Wizard of Oz.” Dorothy sets out with her allies to meet “the Great and Powerful” Wizard, who will surely deliver fulfillment of their greatest wishes. They approach the Wizard with fear and trepidation. When they finally see him behind the curtain, they discover their wizard furiously spinning wheels and pulling switches to bring the Great and Powerful wizard image to life. It is a good metaphor for what companies encounter when implementing CRM and sales lead management programs. Like the Wizard, the promise is great, but have no illusions. Understanding what is required behind the curtain is critical to CRM success. 11168read more >

Podcast: “What Makes a Qualified Lead a Qualified Lead?”

Today we’re talking with Russ Hill, Founder and CEO of Ultimate Lead Systems. Russ has 3 decades of experience helping companies with their B2B sales lead management and CRM programs. Sales leads are the lifeblood of new business development. As important as leads are, it is still common to hear reps complain that “the leads I get are unqualified.” People have different views on the subject of lead handling, qualification and follow-up. Listen to what Russ has to say.read more >

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 >

B-to-B Marketers: How Many Calls Does it Take to Make a Sale?

We're all focused on generating more leads these days, but I find it ironic that most companies don't do much with them once they get them. Simply fulfilling a request is not the answer, but yet many companies do just that. According to a recent survey of people who have requested info suggests that 80% of all sales are made on or after the third contact. The survey conducted by Marketing Best Practices, Inc. polled over 700 respondents with only 8% buying after the first call. read more >

Increase Your Sales Revenue by 20% Using Your Existing Inquiries

According to CMO Council/BPM Forum survey in Marketing Today, corporate officers polled in an online survey believe revenues at their companies could increase by more than 20 percent by improving their prospect cultivation and management techniques. Marketing and C-Level Executives are dissatisfied with the way they generate new business, yet more than half lack formal process to correct the problem.read more >