This article was co-written by Kristen McGarr of Adroit Insights and Susan Fennema of Beyond the Chaos. There are two key components to any business… sales and execution. Sure, there are lots of other things like financials, employees and contractors, technology, etc. But without sales and execution, the need for all those other support elements…
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You’ve done everything right so far, you’ve brought on the best people to round out your leadership team as CFO, CEO, COO, CSMO, etc. Great ideas are flying around and everyone is running their own departments smoothly. Each area has proven and repeatable processes in place and you are on track for success. This is…
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A Customer Relationship Management system (CRM) is an excellent tool for keeping track of your data.It’s a powerful tool for cultivating consumer and client relationships. It’s also a good approach to communicate with your coworkers (like delegating tasks, collaborating data, and easily sharing reports). You can make your data accessible to everyone in your organization,…
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CRM is a great tool, IF you use it right. Yes, you get to organize your relationships and interactions with customers, leads, and contacts. But are you doing everything you should? Are you making sure the information is consistently updated? A CRM can be valuable to businesses of all sizes. From small mom-and-pop stores to…
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Sales Enablement – the buzzword businesses mention frequently. But why? Because sales enablement is a process of giving the right resources to your sales team enabling them to close more deals. You may figure that for sales teams to achieve more and close more deals, the key is to have better quality leads. But what…
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Do you have a sales process already documented, or is it just living in your head? There are a few things you need to consider to make your sales process a living document that will have an impact on your business. If you don’t have a sales process yet, check out our article on how…
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If you work in sales and you want to get a clear-cut view of how your business is performing, then you need to know which KPIs reflect the current situation and which reflect your future goals. Naturally, sales KPIs are different from company to company, and they are always set around company-wide business goals. Depending…
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A “ready to use” CRM may sound appealing but think twice before jumping in with both feet. Instead, think about using a customized CRM to help increase productivity and be an easier tool for you and your team to use. Custom customer relationship management (CRM) tools are optimized to grow with your businesses, so you…
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The follow-up sales call is a vital part of every salesperson’s success. When making that sales call or sending an email, ask yourself these key questions: When, and using what method do you make your sales call? How often should you check-in? What should you say? Should you ask particular questions? What are you looking…
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Some may say empathy and sales go together like Peanut Butter and Jelly. In many cases this is quite true. In fact, an empathetic sales person can develop fast relationships with your clients. However, my daughter is allergic to peanut butter and it could kill her, just like too much empathy could kill your sale.…
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