“CRM, in my opinion, is no more of a sales productivity tool than using Excel and Word are.” So states Nancy Nardin in a recent post where she outlines what she calls the “Efficiency Paradox” as related to CRM technology. This is obviously a statement designed to shock many. I am not one of them. …
As many of you may already know November is National Entrepreneur Month in the US, giving us all an opportunity to talk about the importance of entrepreneurship to the economy. Entrepreneurs have changed the way we live and small business continues to contribute a large number of jobs to the economy. Here at VanillaSoft we …
National Entrepreneur Month and Global Entrepreneur Week Read More »
Let’s start with that discussion I mentioned in my last blog about the customer who couldn’t understand why leads were being called once and then would seemingly disappear and never come up again, or only came up quite a bit later
I just had another conversation with a small business owner who was struggling to effectively manage the leads that he was purchasing from several online lead providers. He couldn’t understand why some of the leads were being called once on the first day and then wouldn’t reappear again for a month. Obviously, by then, they …
A well-known book stated that men are from Mars and women are from Venus, but I sometimes get the feeling that this expression applies equally well to many sales people and their managers. Each group often has a different perception of how sales should be run, with the sales people believing that individual initiative and …
I still have quite a few conversations every week with sales managers or CEOs who are running their sales teams on paper. Just yesterday I was speaking with the manager of an inside sales team responsible for setting appointments for manufacturing reps. She was spending time every week printing lists to hand out to her …
A lot of conversations I have with sales managers start off with questions about dials. “How many sales calls should my people be making every day?” “Isn’t it always better to do more dials than fewer?” followed by “Don’t I need something that dials multiple lines per user to really maximize lead generation and appointment …
Inside Sales: What Dials and Baking Powder Have in Common Read More »
Software as a Service (SaaS) certainly appears to be the current wave in business applications. You can hardly read a technology article or ad today without seeing reference to the ‘cloud’. More and more companies are taking their applications to the Web in order to take advantage of the flexibility, mobility and collaboration that the …
It is with a heavy heart that we said goodbye to Ken Murray on June 18th following a stroke. We lost a friend, a husband, a father, an entrepreneur and a natural-born salesman. Ken had a great attitude to life, and I think that it showed in every blog he wrote. He was passionate about …
Submitted by Guest Blogger, Ashley Furness, Software Advice market analyst Every company wants high leads volume – but skimping on lead management and prioritization can kill your chances to capitalize on the best ones. In this two-part video series, VisionEdge Marketing President Laura Patterson shares her tips for crafting an effective opportunity scoring system. First, …
Video Guide: Easy Steps for Lead Management and Scoring Read More »
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