CRM: CUSTOMER RELATIONSHIP MANAGEMENT

Size: px
Start display at page:

Download "CRM: CUSTOMER RELATIONSHIP MANAGEMENT"

Transcription

1 Module 4 CRM: CUSTOMER RELATIONSHIP MANAGEMENT Using CRM Technology to Help You Sell 2011 Participant Handbook Presenter: Russ Lombardo PEAK Sales Consulting

2 Russ Lombardo President PEAK Sales Consulting Co-sponsored by: CRM Using CRM Technology to Help You Sell The 3 Key Ingredients for Successful Selling Selling Skills Sales Process Sales Technology CyberSelling Builds CyberSellers CyberSellers know: 1. What Selling Skills to use 2. When to use skills within a Sales Process 3. How to use CRM Technology to help with their Selling Skills and Sales Process

3 Why CRM Technology Follow-Up Faster answers to issues and questions Corporate awareness of customer status & history Fast, efficient support and service Consistency Develops loyalty, encourages customer retention Managing Your Sales Process

4 Sales Process Report P - Prospect Improving Cold Calling Have a goal (What is the desired outcome) Ask questions (Use survey format) Make Warm calls (Qualified & Researched leads) Use a script (But do NOT read it) Don t take No personally No is an acceptable response Don t give up. Takes 6-7 calls to get through

5 Initial Contact First Impression Be Prepared Use Research Build Rapport Body Language Positive Attitude Organization Measuring Productivity What Have You Done Lately? Measure Activities Prioritize iti Resource Planning Assists Management Schedule Your Work in Your CRM System Activity Reports

6 E - Engage How to Listen Ask open-ended questions Ask clarifying questions Don t interrupt or impose your solutions Don t ask disruptive questions Keep an open mind How to Listen (continued) Create an experience of what the speaker is describing Notice what is not being said Feelings, expressions, gestures, posture, emotions, etc. Listen for main topics ( My point is ) Practice at home

7 Qualifying The BART System Budget Authority o ty Requirements Time Frame Tracking BART Information Ranking Report

8 A - Acquire Closing The CLOSE is actually the OPENING of a new relationship. Yet, most sales people (62%) never go for the close! How to Close Know when to close Choose the right words Notice Buying signs Direct & Indirect Don t take No personally The first objection is usually not the real one Seal the deal

9 Handling Objections Don t get defensive Get to the heart of the objection Use Value to handle the objection Objections are signs of interest Create a knowledge-base Types of Negotiating I Win No one loses Win-Win Tracking Wins & Losses Forecast your opportunities in your CRM system Map them to your sales process Quota status & progress Plan your territory and business Identify areas for improvement

10 Tracking Wins & Losses Forecast Report Won/Lost Report

11 K - Keep Know Your Database Know your audience by categorizing your database New leads Existing customers Lost prospects Segment each category by profile Purchase behavior (when, how much, why, etc.) Demographics Company/Individual information Customer Segmentation Uniquely market to each profile and personalize: Customer Type = Prospect Industry = Engineering Interest = Training or Consulting State = CA or AZ

12 Report Using a Filter Personalized Blast Kick Starting Your CRM Strategy Find out your customers needs Analyze existing processes Gt Get everyone involved Get executive commitment & support Take a phased approach Pilot before rollout

13 Kick Starting Your CRM Strategy (continued) Provide adequate support Provide training Fund adequately Staff appropriately Get expert help CyberSelling For more information about Sales Processes, Selling Skills & CRM Technology, get the book at:

14 Thank You! Russ Lombardo PEAK Sales Consulting Thank you to our 2011 Sponsors!

Effective B2B Selling. The Guide to Effective B2B Selling with Insights

Effective B2B Selling. The Guide to Effective B2B Selling with Insights Effective B2B Selling The Guide to Effective B2B Selling with Insights What this ebook is: It s a guide written to show professionals in Microsoft Dynamics CRM how to increase their productivity using

More information

Fáilte Ireland Sales Academy. The Fáilte Ireland International Sales Management Programme The Fáilte Ireland Sales Excellence Programme

Fáilte Ireland Sales Academy. The Fáilte Ireland International Sales Management Programme The Fáilte Ireland Sales Excellence Programme Fáilte Ireland Sales Academy The Fáilte Ireland International Sales Management Programme The Fáilte Ireland Sales Excellence Programme PROGRAMME OVERVIEW The very best tourism professionals are strategically

More information

Sales Skill Competency Model & Course Library

Sales Skill Competency Model & Course Library Sales Skill Competency Model & Course Library s Key and Competency Model There are 33 key sales skills in the MoneyBall Sales Competency Model. Each of these skills can be examined individually, or grouped

More information

5 Steps for Achieving 360 Degree Customer View CRM Effectiveness Workshop. Paul Petersen

5 Steps for Achieving 360 Degree Customer View CRM Effectiveness Workshop. Paul Petersen 5 Steps for Achieving 360 Degree Customer View CRM Effectiveness Workshop Paul Petersen Featured Speaker Paul R. Petersen, JD, PCM Vice President & General Manager GoldMine A Successful GoldMine CRM Strategy

More information

Digital Marketing Institute s. Professional Diploma in Digital Selling. Validated by the Syllabus Advisory Council (SAC)

Digital Marketing Institute s. Professional Diploma in Digital Selling. Validated by the Syllabus Advisory Council (SAC) Digital Marketing Institute s Professional Diploma in Digital Selling Validated by the Syllabus Advisory Council (SAC) Content Professional Diploma in Digital Selling Welcome Course overview Course content

More information

THE RETURN-ON-INVESTMENT (ROI) OF CRM SOLUTIONS

THE RETURN-ON-INVESTMENT (ROI) OF CRM SOLUTIONS THE RETURN-ON-INVESTMENT (ROI) OF CRM SOLUTIONS Russ Lombardo PEAK Sales Consulting, LLC russ@peaksalesconsulting.com www.peaksalesconsulting.com THE RETURN-ON-INVESTMENT (ROI) OF CRM SOLUTIONS Measurements

More information

The #1 Online Training System For Retailers

The #1 Online Training System For Retailers The #1 Online Training System For Retailers Increase Sales Improve Customer Loyalty Increase Staff Retention Improve Store Performance www.graffretail.tv Sustainable Retail Training with Proven Results

More information

SALES ASSOCIATE PROFILE

SALES ASSOCIATE PROFILE CONTACT INFORMATION Name: Title: Years with company Years in sales Cell: Email: Annual Quota in $ Annual Quota in # of sales SALES INFORMATION Year to Date $ $ sales YTD Close ratio: Year to Date % of

More information

HOW A CRM SOLUTION CAN HELP YOUR BUSINESS Zyprr E-Book Series. www.zyprr.com 1

HOW A CRM SOLUTION CAN HELP YOUR BUSINESS Zyprr E-Book Series. www.zyprr.com 1 HOW A CRM SOLUTION CAN HELP YOUR BUSINESS Zyprr E-Book Series www.zyprr.com 1 Contents 1. Introduction: 1. What is CRM 2. Adoption: How to Succeed 1. Executive Buy-in 2. Establish Measurable Goals 3. Understanding

More information

The 8 Elements of a Successful Sales

The 8 Elements of a Successful Sales The 8 Elements of a Successful Sales Effectiveness Program Introduction: There is lot more to sales effectiveness programs then what meets the eye initially. Some companies focus their efforts of sales

More information

LESSON PLAN Richard Wheeler CUSTOMER RELATIONSHIP MANAGEMENT DBM2 WEEK 1 4 SESSIONS FEB 28-4 MARCH

LESSON PLAN Richard Wheeler CUSTOMER RELATIONSHIP MANAGEMENT DBM2 WEEK 1 4 SESSIONS FEB 28-4 MARCH WEEK 1 4 SESSIONS FEB 28-4 MARCH 2 Learning Unit 1 Customer Relationship Defined P 19-P 32 3 Outcomes Defining the concept of a customer Learning Unit 2 relationship Evolution of Customer Orientation in

More information

Customer Relationship Management Assessment

Customer Relationship Management Assessment Customer Relationship Management Assessment Copyright 2010 FrontRange Solutions USA, Inc. Kevin Reichley Ticomix Kevin Smith FrontRange Solutions CRM Assessment What is CRM? Common CRM Related Business

More information

Technical Sales Training for the Laboratory Professional

Technical Sales Training for the Laboratory Professional Technical Sales Training for the Laboratory Professional 10 CEU Credit Hours Produced by: ARUP Business Affiliations & The Institute for Learning Salt Lake City, Utah Training Outline The Profession of

More information

Training Modules for Hotel Sales & Marketing Teams. Summary

Training Modules for Hotel Sales & Marketing Teams. Summary Training Modules for Hotel Sales & Marketing Teams Summary Sales in Hospitality Industry Content Sales Managers, Sales Executives, Sales Coordinators, Sales Assistants Everybody who is involved in Sales

More information

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by Marketing Report 2013 survey results Sponsored by Yesler Software Shortlist Maximizer Hanley Wood Introduction B2B buyer behavior has been changing dramatically over the last few years as buyers become

More information

CRM Assessment. GoldMine Solutions CRM Assessment

CRM Assessment. GoldMine Solutions CRM Assessment CRM Assessment GoldMine Solutions CRM Assessment CRM Assessment Overview This Customer Relationship Management (CRM) Assessment was created to help companies understand how well they performing with customer

More information

Manage your Territory by Working your Plan. Ron Snyder President

Manage your Territory by Working your Plan. Ron Snyder President Manage your Territory by Working your Plan Ron Snyder President Topics Territory Management/Planning The Challenge/ Impact Best Practices Elements of an Effective Territory Plan Q&A Sales Leaders and Teams

More information

Fáilte Ireland Sales Academy

Fáilte Ireland Sales Academy Fáilte Ireland Sales Academy The Fáilte Ireland International Sales Management Programme In collaboration with Cornell University 2 The Fáilte Ireland International Sales Management Programme In collaboration

More information

Business-to-Business Sales Essentials Fact Sheet & Curriculum

Business-to-Business Sales Essentials Fact Sheet & Curriculum Business-to-Business Sales Essentials Fact Sheet & Curriculum B2B Sales Essentials (B2BSE ) is a complete Learning Family Solution designed to transform existing and new sales forces into highly-productive,

More information

Shared Solutions: An Overview Special Education Policy and Programs Branch Ministry of Education

Shared Solutions: An Overview Special Education Policy and Programs Branch Ministry of Education Shared Solutions: An Overview Special Education Policy and Programs Branch Ministry of Education Table of Contents 1. Shared Solutions: Overview 2. Understanding Conflict 3. Preventing Conflicts 4. Video:

More information

Accountability. Always, Sometimes and Never. Coaching. Sales Leadership Development Course Descriptions

Accountability. Always, Sometimes and Never. Coaching. Sales Leadership Development Course Descriptions Sales Leadership Development Course Descriptions Accountability Always, Sometimes and Never Coaching The sales manager is responsible for the success of the sales force. The effective leader will identify

More information

Definitive Guide to Telemarketing helping you get maximum value from this business development resource

Definitive Guide to Telemarketing helping you get maximum value from this business development resource Definitive Guide to Telemarketing helping you get maximum value from this business development resource Introduction: Telemarketing/telesales (noun); the practice of marketing products and services by

More information

Your Complete CRM Handbook

Your Complete CRM Handbook Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM

More information

Sales Concepts one-to-one approach to training means that our programs are tailored for the individual, not just the industry or company.

Sales Concepts one-to-one approach to training means that our programs are tailored for the individual, not just the industry or company. 2 Sales Concepts one-to-one approach to training means that our programs are tailored for the individual, not just the industry or company. makes each Sales Concepts program unique. Attendees feel the

More information

Recruitment Development institute. Webinars

Recruitment Development institute. Webinars Recruitment Development institute Webinars Ramp up your recruitment skills and improve your own job security and performance with the Recruitment Development Institute Webinars. We have hand-picked our

More information

Gold Call Show Training Curriculum. call training

Gold Call Show Training Curriculum. call training Gold Call Training Part 1 (60-Minutes) call training Sales 101 Quick Start Selling Principals Qualifying the Customer: Who will buy? The difference between a prospect and a suspect Prospect Profiling Targeting

More information

CUSTOMER RELATIONSHIP MANAGEMENT FOR SME BANKING SYLLABUS

CUSTOMER RELATIONSHIP MANAGEMENT FOR SME BANKING SYLLABUS SYLLABUS This course is intended for those interested in how to develop and deliver a Customer Relationship Management based approach for SME banking customers. It is geared for senior and middle management

More information

Contents. Acknowledgments. 1 Introduction: Why Study Technical Sales? 1. 2 An Overview of the Sales Process 7

Contents. Acknowledgments. 1 Introduction: Why Study Technical Sales? 1. 2 An Overview of the Sales Process 7 Contents Acknowledgments xvii 1 Introduction: Why Study Technical Sales? 1 New SE 4 Experienced SE 5 Sales Manager or Sales Trainer 5 Sales Representative 6 Marketing and Product Management 6 Technical

More information

Marketing Career Cluster Marketing Management Course Number 08.44200

Marketing Career Cluster Marketing Management Course Number 08.44200 Marketing Career Cluster Marketing Management Course Number 08.44200 Course Description: Marketing Management is the third course in the Marketing and Management pathway. Students assume a managerial perspective

More information

MKTG CHAPTER. Lamb, Hair, McDaniel. Sales Promotion and Personal Selling. Designed by Amy McGuire, B-books, Ltd.

MKTG CHAPTER. Lamb, Hair, McDaniel. Sales Promotion and Personal Selling. Designed by Amy McGuire, B-books, Ltd. Lamb, Hair, McDaniel Designed by Amy McGuire, B-books, Ltd. MKTG 18 CHAPTER Sales Promotion and Personal Selling Prepared by Dana Freeman, B-books, Ltd. Advantages of Personal Selling Comparison Personal

More information

Connecting and Keeping Customers: Strategies and Software for Small Businesses

Connecting and Keeping Customers: Strategies and Software for Small Businesses Connecting and Keeping Customers: Strategies and Software for Small Businesses Introduction Get closer to your goals by getting closer to your customers. You know that good customer relationships are critical

More information

Mercedes-Benz: Implementing a CRM Programme

Mercedes-Benz: Implementing a CRM Programme Organizing for CRM implementation 391 Case 7.2 Mercedes-Benz: Implementing a CRM Programme The Company Mercedes-Benz is one of the world s most successful premium brands. Its technical perfection, innovative

More information

OPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION

OPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION OPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION UNDERSTANDING CUSTOMER NEEDS Most sales organizations strive to preserve their margins during the sales process; but even the savviest salesperson

More information

On-Demand CRM Executive Brief

On-Demand CRM Executive Brief On-Demand CRM Executive Brief Five Key Measurements to Monitor Sales Productivity Moving from Art to Science www.tatacommunications.com/enterprise/saas/crm.asp For many, the art of selling is just that

More information

Transforming the Way to Market, Sell and Service

Transforming the Way to Market, Sell and Service Customer Relationship Management (CRM) Transforming the Way to Market, Sell and Service Agenda I. CRM definition and overview II. Getting started with CRM Initiatives 2 1 What is CRM? Customer Relationship

More information

Twelve Initiatives of World-Class Sales Organizations

Twelve Initiatives of World-Class Sales Organizations Twelve Initiatives of World-Class Sales Organizations If the economy were a season, we are looking at an early spring after a long, hard winter. There is still uncertainty that it is here to stay, but

More information

SUPERIOR SALES MANAGEMENT

SUPERIOR SALES MANAGEMENT SUPERIOR SALES MANAGEMENT The most important and most overlooked skill in building and maintaining a high level of sales effectiveness in a professional sales force is that of sales management. Our experience

More information

How To Implement Your Own Sales Performance Dashboard An Introduction to the Fundamentals of Sales Execution Management

How To Implement Your Own Sales Performance Dashboard An Introduction to the Fundamentals of Sales Execution Management How To Implement Your Own Sales Performance Dashboard An Introduction to the Fundamentals of Sales Execution Management Learning Objectives The Business Problems To Be Addressed ID & Baseline the Sales

More information

Salesforce CRM Getting Started Workbook

Salesforce CRM Getting Started Workbook W HITEPAPER WORKBOOK Salesforce CRM Getting Started Workbook WORK Contents Welcome to Salesforce CRM... 3 Build Your Team... 4 Define Your Vision... 5 Set Your Goals... 6 Document Your Pain Points... 6

More information

Your relationships. Your information. Your CRM.

Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. In short, this means CRM without compromise. Your processes for identifying prospects, acquiring customers,

More information

White Paper. Leads are precious, treat them like gold

White Paper. Leads are precious, treat them like gold White Paper Leads are precious, treat them like gold 2 It s essential to get the most from the leads your business receives - - - your marketing and advertising dollars are being spent to create them,

More information

Lead Generation Surveys

Lead Generation Surveys White Papers Lead Generation Surveys Effective lead generation in this landscape requires adoption of sophisticated technology and close interdepartmental alignment to execute proven strategic and tactical

More information

The Internet Network Marketing Revolution. Satrio Nusantoro. The Internet Network Marketing Revolution - 1 -

The Internet Network Marketing Revolution. Satrio Nusantoro. The Internet Network Marketing Revolution - 1 - Satrio Nusantoro The Internet Network Marketing Revolution - 1 - The Internet Network Marketing Revolution Discover How To Use Online Automation Tools To Build A Huge Network Marketing Downline! LEGAL

More information

Salesforce CRM Getting Started Workbook

Salesforce CRM Getting Started Workbook Salesforce CRM Getting Started Workbook Contents CONTENTS... 1 WELCOME TO SALESFORCE CRM... 1 BUILD YOUR TEAM... 2 DEFINE YOUR VISION... 3 SET YOUR GOALS... 4 DOCUMENT YOUR PAIN POINTS... 4 CLARIFY YOUR

More information

Visual Presentation Fall 2011

Visual Presentation Fall 2011 Call Center Print House Customer Track Rapid Fresh Prospects C.R.M Exclusive Leads Custom Demographics Highest R.O.I. Local Customers Highest Rated BBB Mail House Call Center Print House Customer Track

More information

CRM: Retaining Your Customers: Preventing Your Competitors

CRM: Retaining Your Customers: Preventing Your Competitors CRM: Retaining Your Customers: Preventing Your Competitors Krittapon Victor Indarakris Founder & CEO Blue Intelligence (Thailand) Co., Ltd. October 30, 2007 Microsoft CRM October 30 th, 2007 1 Core Microsoft

More information

Business Management and Administration Career Cluster Entrepreneurship Course Number: 06.41610

Business Management and Administration Career Cluster Entrepreneurship Course Number: 06.41610 Business Management and Administration Career Cluster Entrepreneurship Course Number: 06.41610 Course Description: How do you turn an idea into a business? Experience just that in this course! Entrepreneurship

More information

Accredited Training in Sales and Marketing

Accredited Training in Sales and Marketing Accredited Training in Sales and Marketing...invest in a Brighter Future academy 2 academy s Introduction What Ethos Academy can offer 03 06 Course Details Level 1 Award in Sales and Marketing 07 08 09

More information

Overview of Marketing Presented by Ann Walenski

Overview of Marketing Presented by Ann Walenski Overview of Marketing 2012-2013 Presented by Ann Walenski 1 The Big Idea! Marketing Story of Sliced Bread Otto Frederick Rohwedder The Jeweler Developed in 1912 Bread Slicing Machine Prototype/Blue Prints

More information

Using Email Data to Find New Customers. Andrew Howe, Sales Director UKI, Teradata Interactive February 26 th, 2015

Using Email Data to Find New Customers. Andrew Howe, Sales Director UKI, Teradata Interactive February 26 th, 2015 Using Email Data to Find New Customers Andrew Howe, Sales Director UKI, Teradata Interactive February 26 th, 2015 About Teradata Interactive Vision To enable our customers to collect and use data to improve

More information

Sales Process Map, Campaign to Customer

Sales Process Map, Campaign to Customer Sales Process Map, Campaign to Customer Two tier sales process typically found in high volume B2B sales organizations where marketing campaigns generate leads, a tier one team qualifies leads to pass on

More information

How to increase Marketing Efficiency to Gain and Retain Customers

How to increase Marketing Efficiency to Gain and Retain Customers How to increase Marketing Efficiency to Gain and Retain Customers A White Paper by Soffront Software, Inc. Abstract Marketing departments in mid-sized businesses face a myriad of challenges such as how

More information

The #1 Online Training System For Retailers

The #1 Online Training System For Retailers The #1 Online Training System For Retailers Increase Sales Improve Customer Loyalty Increase Staff Retention Improve Store Performance www.graffretail.tv Sustainable Retail Training with Proven Results

More information

Visual Scoring the 360 View: 5 Steps for Getting Started with Easier, Faster and More Effective Lead Scoring

Visual Scoring the 360 View: 5 Steps for Getting Started with Easier, Faster and More Effective Lead Scoring Visual Scoring the 360 View: 5 Steps for Getting Started with Easier, Faster and More Effective Lead Scoring Authors: Elissa Fink Wade Tibke Tableau Software p2 Lead Scoring For Most a Great Idea in Concept,

More information

Perfect Customer Relationship Management (CRM) System

Perfect Customer Relationship Management (CRM) System Al-Andalus Software Development & Technology Co. Perfect Customer Relationship Management (CRM) System Product Overview Overview Perfect Customer Relationship Management (CRM) System empowers your sales,

More information

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for

More information

HOW DO I MANAGE INCOMING LEADS? PRESENTED BY

HOW DO I MANAGE INCOMING LEADS? PRESENTED BY HOW DO I MANAGE INCOMING LEADS? PRESENTED BY LET S GET STARTED! Introduction In this walkthrough, you ll learn how to use Lead Scoring and Lead Routing features in ONTRAPORT to manage incoming leads, assigning

More information

Best Practice Research on High Performing Sales Organizations. Copyright 2015 The Sales Management Association. All rights reserved.

Best Practice Research on High Performing Sales Organizations. Copyright 2015 The Sales Management Association. All rights reserved. Best Practice Research on High Performing Sales Organizations Copyright 2015 The Sales Management Association. All rights reserved. SPEAKER Joe Galvin Chief Research Officer MHI Global Email: joe.galvin@mhiglobal.com

More information

An Executive View of CRM

An Executive View of CRM n Executive View of CRM Executives in an organization are tasked daily with making decisions to drive the business. Those decisions range from product direction, investment opportunities and sales to investor

More information

Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM

Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Sell Effectively Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Reps spend more than 75% of their time on nonselling activities Workers lose

More information

Sales Managers guide to using the PTS CRM Leads

Sales Managers guide to using the PTS CRM Leads Sales Managers guide to using the PTS CRM The job of the sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality

More information

CFAS7.1 Generate and follow up sales leads

CFAS7.1 Generate and follow up sales leads Overview This unit is an integral part of the sales cycle. It involves making initial contact with sales leads through a variety of different methods and establishing their needs. You need to advise potential

More information

Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum

Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum Sales & Development Curriculum Account Development Strategies Always, Sometimes and Never How do you maintain, protect and GROW your accounts? In this course, we ll give you tools, tactics and processes

More information

Increase Outside Sales Productivity using Mobile Technologies

Increase Outside Sales Productivity using Mobile Technologies White Paper Sponsored by Epicor Software Increase Outside Sales Productivity using Mobile Technologies For most lumber and building materials (LBM) dealers and distributors, their outside sales people

More information

Center for Business and Industrial Marketing

Center for Business and Industrial Marketing Center for Business and Industrial Marketing Dr. Wesley Johnston, Executive Director, CBIM J. Mack Robinson College of Business Georgia State University Editor, Journal of Business & Industrial Marketing

More information

B2B EMAIL MARKETING 6 STEPS TO BETTER 6 STEPS TO B2B EMAIL MARKETING SUCCESS. Phone: (+1) 718 303 1864. www.mailigen.com

B2B EMAIL MARKETING 6 STEPS TO BETTER 6 STEPS TO B2B EMAIL MARKETING SUCCESS. Phone: (+1) 718 303 1864. www.mailigen.com 6 STEPS TO B2B EMAIL MARKETING SUCCESS 6 STEPS TO BETTER 1 B2B EMAIL MARKETING Mailigen Email Marketing Solutions Phone: (+1) 718 303 1864 www.mailigen.com 2 60% of marketers believe email marketing produces

More information

TIPS FOR SALES SUCCESS A STEP-BY-STEP GUIDE

TIPS FOR SALES SUCCESS A STEP-BY-STEP GUIDE S FOR SALES SUCCESS A STEP-BY-STEP GUIDE 2 S FOR SALES SUCCESS: A STEP-BY-STEP GUIDE HOW TO HAVE SALES Understanding what it takes to sell your product or service is the key to business success. Do you

More information

Grow Sales Faster with Sales Cloud. Richard Doyle Senior Alliances Manger rdoyle@salesforce.com

Grow Sales Faster with Sales Cloud. Richard Doyle Senior Alliances Manger rdoyle@salesforce.com Grow Sales Faster with Sales Cloud Richard Doyle Senior Alliances Manger rdoyle@salesforce.com Connect With Your Customers in a Whole New Way Cloud LTE Mobile Server Mainframe SNA Terminal LAN // WAN Client

More information

Personnel / Job Description

Personnel / Job Description Page 1 Job Description Job title: Indirect Channel Business Development Manager Line Manager Title: Sales Director Location : Agile Group Ltd, Qnet House, Malleable Way, Stockton On Tees, TS18 2QX Department

More information

EnglishBusiness CompactMINIs Fast and to the point. Cheap and effective.

EnglishBusiness CompactMINIs Fast and to the point. Cheap and effective. EnglishBusiness CompactMINIs Fast and to the point. Cheap and effective. CLICK ON THE MINI OF YOUR CHOICE TO READ MORE M01: How to present your company in just 5 minutes M02: How to present yourself in

More information

CRM Software April 17, 2007 **Results**

CRM Software April 17, 2007 **Results** CRM Software April 17, 2007 **Results** Objective: The objective of the survey is to determine what CRM systems/software other PMMI members use and to what extent they use their customer relationship management

More information

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011 CRM On Demand now hosted locally in Europe An Oracle White Paper 2011 Innovation, fuelled by the rapid development of new technologies, continues to drive competitive advantage in the area of customer

More information

MARKETING AUTOMATION: CAMPAIGN PLANNING AGENDA AND CONSIDERATIONS

MARKETING AUTOMATION: CAMPAIGN PLANNING AGENDA AND CONSIDERATIONS MARKETING AUTOMATION: CAMPAIGN PLANNING AGENDA AND CONSIDERATIONS Agenda Introduction, context & objectives 1. Automation for the complex B2B sale a brief introduction to our thinking. 2. Understanding

More information

Personal selling - Steps in the personal selling process - Sales tips - Sales funnel -Sales pipeline report Sales and Personal Selling

Personal selling - Steps in the personal selling process - Sales tips - Sales funnel -Sales pipeline report Sales and Personal Selling Personal selling - Steps in the personal selling process - Sales tips - Sales funnel -Sales pipeline report Sales and Personal Selling Personal selling - Personal presentation by the firm s sales force

More information

GROW Customers. Gathering and nurturing leads to grow your business.

GROW Customers. Gathering and nurturing leads to grow your business. GROW Customers Gathering and nurturing leads to grow your business. 1. Landscape More than 60% of people on the planet use the Internet exclusively to research products/services before making a purchase.

More information

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed White paper 7 key steps to a great sales pipeline The efficiency of your sales pipeline is the key to your delivery of new business. Take these 7 steps and you are guaranteed to be on the right path to

More information

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM 35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM Achieving Growth Targets 1. Managing Sales Goals Sales teams need to know how they re performing in comparison to their sales goals. Are

More information

PROPMI Ltd. - www.propmi-limited.com Email: info@propmi-limited.com - Phone: +44(0)7791438025

PROPMI Ltd. - www.propmi-limited.com Email: info@propmi-limited.com - Phone: +44(0)7791438025 - Phone: +44(0)7791438025 The Keys of Successful Sales (KoSS) Sustainability Selling Customer Centric Selling Increase Your Product Knowledge Through Training Understand your product competitive advantage

More information

Sales Management and Personal Selling (BUS 3115) Fall 2003 Detailed Weekly Schedule

Sales Management and Personal Selling (BUS 3115) Fall 2003 Detailed Weekly Schedule Sales Management and Personal Selling (BUS 3115) Fall 2003 Detailed Weekly Schedule Below are the topics we ll cover in each class. I highly recommend you read the assigned chapters and jot down your answers

More information

Trade Show Staff Training. Kevin England

Trade Show Staff Training. Kevin England Trade Show Staff Training by Kevin England Today s Trade Show Environment Setting Reasonable Objectives Managing Your Own Expectations Managing Visitor s Expectations Trade Show Selling Process Engage

More information

Owning the Customer Experience

Owning the Customer Experience 1 Owning the Customer Experience Sharon M. Daniels President and CEO AchieveGlobal 2 AchieveGlobal s Research A year long study Interviews Focus groups Surveys What we heard and learned 3 Customers.. Are

More information

Bb 2. Targeting Segmenting and Profiling How to generate leads and get new customers I N S I G H T. Profiling. What is Segmentation?

Bb 2. Targeting Segmenting and Profiling How to generate leads and get new customers I N S I G H T. Profiling. What is Segmentation? Bb 2 ISSUE 2 Targeting Segmenting and Profiling How to generate leads and get new customers Profiling Why, what does it entail and how do you do it? What is Segmentation? The method and the benefits Targeting

More information

Request for Proposal for Implementing CRM in ACI Agribusiness Terms of References (ToR) for ICT vendors to submit proposal

Request for Proposal for Implementing CRM in ACI Agribusiness Terms of References (ToR) for ICT vendors to submit proposal Request for Proposal for Implementing CRM in ACI Agribusiness Terms of References (ToR) for ICT vendors to submit proposal A. General: This Request for Proposal (RFP) refers to the Terms of Reference (TOR)

More information

Relationship Marketing. SHSMD Luncheon October 5, 2007 Leean Kravitz Mudhouse Advertising

Relationship Marketing. SHSMD Luncheon October 5, 2007 Leean Kravitz Mudhouse Advertising Relationship Marketing SHSMD Luncheon October 5, 2007 Leean Kravitz Mudhouse Advertising What is relationship marketing? Marketing designed to create, maintain, and enhance strong relationships with customers

More information

Making the Business Case for Your Incentive Program. The content of this presentation is the property of the Incentive Marketing Association.

Making the Business Case for Your Incentive Program. The content of this presentation is the property of the Incentive Marketing Association. Making the Business Case for Your Incentive Program The content of this presentation is the property of the Incentive Marketing Association. 1 Making the Business Case for Your Incentive Program Developed

More information

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have Average B2B purchase decisions have 5.4 Stakeholders Customers are 57% through the buying process before they talk to the supplier Reps only retain 30% of training information within 1 week Cold calls

More information

Internet Leads: Managing and Responding

Internet Leads: Managing and Responding The Internet is playing a greater role than ever for consumers. Consumers have come to realize they can obtain information Quickly Efficiently Easily Affordably on the Internet According to NAR: One-third

More information

FOLLOW-UP POWER-UP! YOUR FOLLOW-UP NOW HOT TIPS TO. Want To Convert More Prospects Into Clients? PROFESSINAL TRAINING. PROVEN RESULTS.

FOLLOW-UP POWER-UP! YOUR FOLLOW-UP NOW HOT TIPS TO. Want To Convert More Prospects Into Clients? PROFESSINAL TRAINING. PROVEN RESULTS. Power-Up! Your FOLLOW-UP PROFESSINAL TRAINING. PROVEN RESULTS. DEBBIE HOFFMAN Follow-Up Expert Former Wall Stret Managing Director, Wellness Industry Entrepreneur Want To Convert More Prospects Into Clients?

More information

Developing a Lead Management System

Developing a Lead Management System Developing a Lead Management System Lead management requires careful planning and execution prior to, at, and after a meeting, convention or show. Lead management cannot work unless the marketing and sales

More information

THE RIGHT FOUNDATION FOR IMPROVING YOUR CUSTOMER INTERACTION

THE RIGHT FOUNDATION FOR IMPROVING YOUR CUSTOMER INTERACTION DISCOVER THE POWER OF ALCATEL CONTACT CENTERS THE RIGHT FOUNDATION FOR IMPROVING YOUR CUSTOMER INTERACTION An unhappy customer is rarely a customer for long! Securing customer loyalty is vital to developing

More information

Section 1: Introduction to the Employee Satisfaction Roll Out Process 3

Section 1: Introduction to the Employee Satisfaction Roll Out Process 3 TABLE OF CONTENTS: Section 1: Introduction to the Employee Satisfaction Roll Out Process 3 Section 2: The Survey Roll Out Process Defined... 4-15 1: Survey Completed And Data Collected. 4 2: Leaders Trained

More information

Nurturing the IT Committee Lead

Nurturing the IT Committee Lead GLOBAL Nurturing the IT Committee Lead Is marketing helping or hurting? Trust + Credibility must be EARNED Today s modern tech marketer knows the importance of nurturing leads and building trusted relationships

More information

7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY. Lead Nurture Strategy»

7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY. Lead Nurture Strategy» 7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY Lead Nurture Strategy» The leads you collect today aren t necessarily ready to buy immediately. Some of them are, of course, but others may still be

More information

Mc Graw Hill Education

Mc Graw Hill Education SELLING Building Partnerships Stephen B. Castleberry University of Minnesota Dulutk John F. Tanner, Jr. Baylor University Mc Graw Hill Education CONTENTS Preface vi Acknowledgments ix About the Authors

More information

Developing and Implementing a Lead Management System By Keith Reznick

Developing and Implementing a Lead Management System By Keith Reznick Developing and Implementing a Lead Management System By Keith Reznick Lead management requires careful planning and execution prior to, at, and after a meeting, show or convention. Lead management cannot

More information

Sales Skills Index. Sally Sampleton. Sales Director Acme Supplies

Sales Skills Index. Sally Sampleton. Sales Director Acme Supplies Sales Director Acme Supplies 2-11-2011 "Be Daring, Be First, Be Different." P.O. Box 2418 Peachtree City, GA 30269 Introduction The Sales Skills Index is an objective analysis of an individual's understanding

More information

Seven Critical Steps to a Successful CRM Solution

Seven Critical Steps to a Successful CRM Solution Western Territory 515 South Figueroa Street, Suite 1050 Los Angeles, California 90071 19000 Mac Arthur Boulevard, 5 th floor Irvine, California 92612 888-SEI-SEI3 www.sei-it.com SEVEN CRITICAL STEPS TO

More information

Landing and Setting Up Retainer Deals

Landing and Setting Up Retainer Deals Landing and Setting Up Retainer Deals Rebecca Matter Founder, Wealthy Web Writer Co-Managing Partner and VP Marketing, AWAI Retainer Deals Goals for today 1. Benefits of retainers 2. Best retainer projects

More information

Terrasoft represents the new generation of cost-effective and results-producing CRM vendors focused exclusively on the mid-enterprise and SME market.

Terrasoft represents the new generation of cost-effective and results-producing CRM vendors focused exclusively on the mid-enterprise and SME market. COMPANY Terrasoft represents the new generation of cost-effective and results-producing CRM vendors focused exclusively on the mid-enterprise and SME market. Founded in 2002, the privately held company

More information

How to Choose a CRM System

How to Choose a CRM System When it comes to Customer Relationship Management (CRM) it s important to understand all the benefits of an integrated system before beginning your selection process. That s why we created this guide to

More information