Category Archives: CRM

Going mobile – the rise of Smartphones in Sales

rise-of-smartphones-in-sales

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going mobile – the rise of smartphones in sales”. As Australia deals with the challenge of becoming more globally competitive, organisations are making greater use of […]

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Customer Experience Management (CX) will replace CRMs

Customer Experience Management gone wrong

More products and services are becoming commoditised. Price differentiation is less of a sustainable advantage. Smarter buyers demand a faster response and expect greater value. In this kind of market it’s no longer good enough to simply satisfy customers. Successful organisations are those that delight their customers. That means that companies are going to migrate […]

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Why managing sales inputs leads to sales disaster

frozen-phone-call

‘Selling is a numbers game’ has been said more times than any of us care to remember.  And yes, numbers are critical to sales, however some organisations place far too much emphasis on the managing the numbers, especially their obsession with their salespeople’s input activities – i.e. number for prospecting (cold) calls, client meetings, numbers […]

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Intuitive CRM

OldFashionedTinCanCommunication

‘Intuitive Customer Centric CRM’ was voted by our readers as the number 10 Sales Trend of the 12 Sales Trends of 2012.  The goal of a CRM solution should be to drive growth (i.e. revenue) and maximize efficiencies (i.e. profit) in business practices and processes developing relationship management (sales) with customers at the centre of […]

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Are you letting online leads go cold?

Middle of last year I wrote about sales training and social media and in particular the impact on car dealerships and their sales teams. In particular, their tardiness in responding to online leads. Well it seems this is still a problem – only the other week one of my coaching clients told me about his […]

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CRM as a business strategy

‘CRM as a business strategy’ was voted as the Number 6 Sales Trends for 2011. Looking at your Customer Relationship Management systems (CRM’s) as a piece of software? Think again. While CRM’s are getting better, easier and cheaper to use, this year more companies are positioning their CRM’s as a marketing channel to map the […]

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Why we should coach, manage & measure Sales Inputs rather than Sales Results

Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital […]

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Noise Reduction part 2: Is too much information making you miserable and losing you sales?

With information comes choice and without proper guidelines and filters in place, too much information and too many choices can lead to indecision. Indecision can then lead to paralysis making us unhappy, unproductive, and at worst, ineffective. In sales careers, or any role for that matter, too much information and the subsequent indecision is a […]

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Are you ready for the phenomenon of Social Sales?

Social Sales was voted by you as the number 4 Sales Trend for 2010. Arguably, social media is contributing to the democratisation of information and, armed with this information, customers will demand different things from sales people and companies. Customers are tuning into online communities, blogs, forums, and social networks to gather information and make […]

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