Category Archives: CRM Software

Manage a Sales Process of Actions that Lead to Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth!

Learn to create a sales process that allows you to focus on the next right step with each and every prospect in an organized and efficient way that moves leads to qualified prospects to customers and automates much of the communication.   This leads to the ability to effectively predict future revenue and manage sales performance.

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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360 Degree View of the Customer Relationship for Business Growth

What is a “360 degree view of the customer”?  How can you earn more customers and keep them longer?  Learn how to create systems in your business that provide full visibility of the customer relationship to everyone in your organization, instantly and how to turn it into profit.

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Manage a Sales Process of Actions that Lead to Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth!

Learn to create a sales process that allows you to focus on the next right step with each and every prospect in an organized and efficient way that moves leads to qualified prospects to customers and automates much of the communication.   This leads to the ability to effectively predict future revenue and manage sales performance.

 

You may Download a FREE copy. Fill in the below form and get a download link


Your Name (required)

Your Email (required)

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Sales Success with CRM Software as a Sales Coaching Device

The competence of your sales staff directly contributes to the success of your organization. As such, even the most well-thought-out strategies won’t work if your sales team can’t follow through in the best way they can. One problem you may be experiencing is a lack of sales coaching, which is what happens when salespeople do something vastly different than what they’re taught by their sales manager — who incidentally, is often a superior seller. However, this doesn’t automatically mean that they’re great at coaching a team. In addition, you are best off putting your most successful seller out in the field. This is where CRM software comes in to help gel the relationship between sales managers and salespeople.

Critical Teamwork

Thanks to CRM software, a new approach to sales coaching has arrived on the block, taking the “me” out of the process and adding back in the “team.” This is a good thing, as too many companies these days actually encourage competition within a sales team, which ultimately does nothing to hone essential sales skills that lead to whole-team success. With CRM software, all information pertaining to customers is kept in one place, where the sales team can look back at any customer conversation or transaction at any time. What this does is fosters an environment where people are encouraged to share. This also makes it easy for sales managers to hold team meetings in order to go over the quality of information that has been entered into the database, essentially focusing on the information at hand rather than on what individuals have contributed.

Equal Time for Equal Effort

Historically, sales coaching has focused on giving more training and attention to the worst salespeople rather than the best, with the mentality that the ones who need the most help should receive it to improve. This also in effect rewards the top sales team member for being the best. However, it has been proven time and again that this type of approach doesn’t garner results. For the highest level of effectiveness, all sales people should undergo equal amounts of training. Luckily, CRM software helps to streamline that process.

You can achieve this by designing a standardized template for collecting customer data, which ensures a level playing field for all your associates. This allows the sales manager to redirect their efforts of achieving success for the team as a whole. This makes it easy for everyone involved to get a snapshot of what is going on at any given time by viewing the dashboard, in effect forcing everyone to be invested in all aspects of the teamwork. Sales managers can ask for feedback from the team during meetings so that everyone’s on the same page.

Use CRM software as an ideal sales coaching device where you can tap into a centralized source of data to effectively train all team members.

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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There’s No “I” in Team: The Big Benefit of CRM Software

Sales is akin to sports. Although traditionally viewed as an individual approach, sales teams feel like they must compete against each other, much like sports teams do, by focusing on what they can do individually rather than what they can all do together. CRM software brings that teamwork mentality back, providing a centralized area that breeds effective communication. As we all know, this is a crucial component to the success of any collaborative effort. Because buyers are changing, the sales process is taking longer. Why? Buyers want to feel like they are involved in the process and that they are fully knowledgeable about it before making the leap to purchase. Translation: sales teams must go with the flow and evolve in order to stay in tune with the buyer.

Nix the Lone Wolf Mentality

It’s no longer effective for each member of a sales team to have that lone wolf approach. In fact, it’s well known that sales tend to increase when colleagues forget about the intense competition and instead work together. An easy way to facilitate that is through CRM software, which helps teams share data about the customers they’re tracking. Sales staff should be keeping vast data on customer profiles, along with contacts with customers and what was exchanged. With this approach, team members know exactly where to start on the next exchange — there’s no guesswork. It helps if you look at your sales process like the sport of baseball. There’s no need for everyone to get that home run, right? In fact, this is unreasonable. Each member of a team brings something valuable to the game, whether that’s fielding, hitting or running. Play on those individual strengths to make the team stronger as a result.

Redefining the Sales Manager Role

With CRM software, the job of a sales manager becomes more involved in the overall process. It’s no longer acceptable for this person to stand back and observe each individual’s contribution. Rather, the sales manager should act as a coach, developing a solid team taking into account everyone’s pluses and minuses. This manager should be able to encourage brainstorming within the team to boost sales and use the information shared to move forward when facing a dilemma. Team members can use CRM software to track progress and make the overall experience more pleasant.

Morale of the Team

CRM software changes the temperature of the business in that you are accountable for every action you take, bringing collaboration to a whole new level. This leads to boosts in team morale, and we all know a pleasant work environment is a productive one. When there is no organization, miscommunication can result. With CRM software, though, each move within the organization is tracked, leading to streamlined information that’s easily found all in one spot. As a result, the chances for miscommunication are drastically reduced.

A positive sales team that communicates and collaborates with each other is the key to a well-oiled business, and CRM software is the catalyst for this.

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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5 Ways to Maximize the Effectiveness of Your CRM Software

Buying CRM software is just the tip of the Customer Relationship Management iceberg. You’ll need to conduct additional planning if you want to utilize this software to its optimum potential. We understand it can be difficult to accept change and learn about a whole new system, but it’s true that this type of software is supposed to provide an ease of use for relationship management within your company. Check out these five tips and tricks to explore the full benefits of the process.

CRM Tips and Tricks

Develop a roadmap. It’s crucial to put a plan into action prior to buying your CRM software, so you must know ahead of time what your plan is for software implementation as well as your long-term goals. Put it all on paper and brainstorm some actionable items for your CRM approach before implementing it.

Keep the whole team in the loop. If your CRM plan is to be successful, you’ll need to be fully committed, and this means all of your teammates, too. Train all employees in the use of the software and invite them to strategy discussions to keep everyone updated. Your team should understand that this process should eliminate unnecessary work for them over the long haul, with a goal to maximize communication through a central hub of activity where everyone knows all parts of the conversation taking place.

Track important information. It’s too easy to get overwhelmed in tracking the minutiae of customer information. Instead, track the most important information across the board with a standardized template within the software. To tap into the full potential of CRM software, you must track every communication you make with a potential customer so your team is always on the same page at all times.

Determine metrics for tracking on your dashboard. As the eyes and ears of your campaigns, the CRM dashboard helps you determine what works and what doesn’t. The metrics you select are highly dependent on the overall goal of each campaign. For instance, when it comes to lead generation campaigns, track the number of leads you receive and where they originated. Engagement metrics like click through rates are the focus of lead-nurturing campaigns.

Provide consistent updates. To keep track of sales growth, it’s essential that you update all customer information as it happens, noting each move your clients take throughout the sales lifecycle. Don’t forget about those prospects who eventually turned into customers and what they bought. Sales leads will also need to be tracked so your team can make the appropriate calls at the right time.

Implementation of CRM software may sound difficult at first but you will reap the benefits over the long run if you follow these tips and explore the advantages this process provides your company.

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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