I Hated CRMs Until I Got Religion
There are many reasons to hate a CRM. See “I Used to Hate CRMs” for examples. Whether you are undisciplined and won’t try or you tried a low-priced CRM, received no support from the vendor, and became frustrated, many reasons exist to be scared of CRMs. What if you...
CRM Impacts on Sales
A well-known statement bears repeating – It takes up to 12 touches to close 80% of the sales in the U.S.A. Follow Up is the Differentiator What is the impact of follow up on sales? While the nature of follow up varies across industries based on your sales cycle,...
Bobby’s Socks – Close More Sales with Less Headaches
Bobbys Socks sells children’s clothes online and in its retail store. It donates 5% of each purchase to charity and sends a special gift to each child after each purchase. Spreadsheets Track Everything Bobby used spreadsheets to track sales, donations, and gift...
Sell Based on Your Customer’s Behavior Patterns
What are your customers’ behavior patterns? What customer information do you track and how do you use that data? Customer Behavior Patterns Divide behavior patterns into personal and buying behaviors. Personal ranges from communication methods to interests. Buying...
Sales Manager Pressure Points
Rob Jones was promoted to Sales Manager at Smith Brothers (SB), an electronics distributor. He is SB’s first Sales Manager as Randy Smith managed the sales team previously. Rob faces daily pressures including: Meeting sales targets. Sales team performance. Pipeline...
My Client Acquisition Costs Are Too High
How do I know if my client acquisition costs (CAC) are too high? How can I lower my CAC? Client Acquisition Costs What are your client acquisition costs? Two ways to measure CAC are: As a percentage of sales revenue. Per client or customer. Add your marketing and...
Build Revenue with Current Customers
3 businesses with 3 different products have the same problems: Not enough sales or profits. Company Profiles The 3 companies are: Residential Cleaning Services (RCS) has high travel expenses because the jobs are spread out. Janitorial Supply Company (JSC) has...
From Prospect to Customer
Here’s the scenario -You walk into an event, someone corners you, and doesn’t stop talking. It is yucky and the opposite of what you want. You may remember that person, but you may not spend time to know if they are nice or trustworthy, Marketing and sales...
Why CRM Implementations Fail
Eddy Tuvinksy (ET) sells for a distributor of cosmetics. Over 25 years, ET has worked at three companies, joining Distro, one year ago. “Steady Eddy” as he is known, has had career success, and knows how to sell! Shortly after joining, ET learned that Distro had a...
Do I Need a CRM
Business owners and sales managers ask this question frequently. What are the symptoms that indicate my team needs a CRM? Many sales departments operate successfully without a CRM. Good salespeople make sales. The CRM doesn’t make sales and it doesn’t make bad...
Reasons Not to Get a CRM
“I would never get a CRM!” said Jim who sold operational consulting services. Mary Jones (MJ), his boss, wanted to implement a CRM and Jim was opposed. What were his reasons? MJOPS MJOPS is 5 years old. MJ has 3 salespeople and has yet to experience consistent growth....
Getting Prospects to See The Need
Here’s the scenario. You’ve met a new prospect who might need your services. How do you know? You’ve engaged, talked about common interests, and the company seems to have the right characteristics and vibe. Now it’s time to find out if the prospect has a problem you...