CRM | Sales | Marketing Insights by Lindsay Garrison
Calling sales leads could be an outdated tactic. But I don’t think that the problem is that outbound calling doesn’t work – it’s that it’s usually done so poorly. When OBC doen’t work, there’s no shortage of finger pointing: a sales rep thinks management is clueless about the effort it takes to set appointments; his manager thinks the sales rep isn’t making enough calls; they both think that the lead list […]
Don’t get me wrong: following your sales leads is serious business. Paychecks, cash flow, and your company’s future depend on strong sales. But there’s growing evidence that one of the best ways to inspire a sales team–keep them motivated, aggressive, and hungry–is to feed them some fun. We know that selling has changed in the digital age – but it’s still about relationships, and that’s what your sales guys and […]
Lead capturing optimization So, you’ve got a website that’s optimized for search; your analytics show that there’s traffic, but the traffic isn’t translating into sales. What’s up? It could be as simple as fixing crappy lead capturing forms. Lead capturing is an essential element in online marketing. It may look like a small step in the process but it’s not. You need data from people who are interested in your products or […]
CRM Best Practices A great customer relationship management system isn’t about the technology. CRM can, in fact, be the difference between a ho-hum customer experience and an exceptional interaction that turns results in a customer for life. That’s where CRM best practices come in. According to a 2012 Forrester research study, 50 percent of businesses surveyed had implemented a CRM program in the past year, and a further 23 percent […]