1. 3 Ways to Better Manage Your Pipeline
In the sales-driven world we live in, a seemingly basic concept is often overlooked: pipeline management. Salespeople are constantly trying to close new business or upsell an existing customer, but they don’t always take the time to make sure that they’re keeping up to date with their pipeline. In even the simplest of CRM systems, managing your pipeline can be very easy and, better yet, quick to accomplish. Read the Article >>
2. Using Relationships to Build a Sales Pipeline
We all know that referrals are a powerful way of getting introduced to prospective clients. Common sense dictates that prospects would much rather deal with people they know, or at least know of, than a stranger. In fact, statistics suggest that referrals are 80% more effective than cold calling as a means of generating new business. But surely pipeline building is more of a black art than a science? Read the Article >>
3. Are You Delivering an Incredible Customer Experience?
Almost 18 months ago, I wrote a blog post about calculating Net Promoter Score (NPS) and the importance of NPS for gauging the quality and health of your client relationships. While some question the validity of NPS as a single metric, I hold that the power of NPS is simply that: it’s a single metric. Your customers either love you or they don’t, and NPS is a simple way to determine whether or not you’re delivering an incredible customer experience. Read the Article >>
4. Why Doesn't Your Relationship Management Software Help You Build Relationships?
Our most successful salespeople are the ones who build great client relationships. They always seem to have their finger on the pulse of their clients. They know when to reach out, what their clients need, and who the right person is to engage with their clients in every situation. At some point we’ve all thought to ourselves, “If only all my salespeople could build relationships like [great salesperson].” Isn’t it time that your relationship management software helps salespeople to better understand their clients and build solid client relationships? Read the Article >>
5. How a CRM Can Solve Your Top 3 Relationship Management Dilemmas
In the world of B2B business, effective relationship management can mean the difference between failure and success. Yet as your business grows, the difficulty of managing those relationships increases exponentially. An effective and robust customer relationship management system (CRM) is vital for managing and optimizing your relationships, but what should you look for? Read the Article >>
6. The Difference Between CRM and Marketing Automation
Do you ever think of two things as the same, but come to find out that they are serving two completely different purposes? For example: two pieces of software that you don’t know much about but appear to work the same way? I experienced this moment of clarity with CRM (customer relationship management) systems and marketing automation systems. It wasn’t until I started using both technologies on a consistent basis that I realized just how different they are. When paired together, these pieces of software provide a powerful, closed-loop customer and prospect engagement process. Read the Article >>