CRM Feed

Why do salespeople lift a leg on the CRM System?

IStock_000002670512SmallNo matter how good a CRM system you have there are always salespeople that will figuratively lift their leg on it and say they won’t use it. (Don't mean to be sexist here)  

The primary purpose of a CRM system, even if they don’t believe it, is to help bring control to their sales lives. Control time, reduce use of spreadsheets, track hundreds of prospects, reduce the need to remember appointments, important dates, and ultimately close more sales. Why do salespeople resist CRM systems? The reasons are common but fixable:

Continue reading "Why do salespeople lift a leg on the CRM System?" »


If You don't have a Sales Process, You're Participating in a Lottery - Mike Alexander on CRM Radio

Without a Sales Process Your  Business is a Lottery

Vintage Mike Alexander doesn't sugar-coat the issue of companies without a sales process. 

 In a discussion with SLMA Board Member Michael Alexander of the Private Trustees Management Group, he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!" 

Alexander reminds us that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. “Everyone does a high five,” he says, “When manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.”   The host is Jim Obermayer

Thoughts from Alexander:

I have two questions I always ask business owners who seek my advice:

Continue reading "If You don't have a Sales Process, You're Participating in a Lottery - Mike Alexander on CRM Radio" »


Account Based Sales Defined - Katie Doyle - of Outreach on CRM Radio

Listen while you work.

We have heard about  account based marketing, but do we really know what account based sales is all about?  Katie Doyle VP of Marketing at Outreach Corporation answers our questions. The host is Jim Obermayer.  

6a0147e05adc32970b01b8d269c009970c-320wiWe covered:

Meaning and Application of Account Based Sales

  1. What is the difference between account-based marketing and account based sales?
  2. What is the difference between sales engagement and account based sales?
  3. Is this only for SalesForce users?
  4. Tell us about the elements of the Outreach platform that takes it beyond queuing?
  5. Can you discuss the depth of the workflows process for an everyday salesperson?

Continue reading "Account Based Sales Defined - Katie Doyle - of Outreach on CRM Radio" »


CRM and Sheet Music have Nothing in Common

IStock-469581034A friend, Bill Herr, got me thinking one day when he said, “CRM Software is like handing a salesperson sheet music and expecting them to sing a few bars.” How true I echoed. Considering I failed in my first implementation of a rudimentary CRM system by failing to properly train the salespeople, I understood what he meant. Yes, they had a few hours of cursory training but certainly not enough.

From observing many companies, not much has changed. The salespeople have the laptops, but knowing how to use the most important piece of software the company can give them is still hit and miss. I run into this failure when I call on clients in my consulting business and I hear of it from SLMA members.

“Huh, oh, yes, we got the software,” the manager mumbles and looks at me side-ways. “Do your salespeople use it,,” I ask. The answers range from no, to hell no, to kind of.

Continue reading "CRM and Sheet Music have Nothing in Common" »