Archive for the blog Category
Half of Your Sales Pipeline is Junk John Wanamaker was an innovator, a merchandising, and advertising genius. But when he made the statement; “Half the money I spend on advertising is wasted, the trouble is wasted, the trouble is I don’t know which half.” He left legacy that has haunted [...]
Predictive Analytics: The Futurists’ Formula Unlock customer insights that increase sales. For a company to determine who its ideal customer is, how much he would spend, how to turn him from a lukewarm lead into a hot one, and what would keep him coming back might sound like it would [...]
Beyond CRM: Improving Sales Process Execution Differentiating between a sales process and CRM is the first step. A sales process can be defined as a systematic, repeatable sequence of actions that drive customer interactions and, ideally, optimize both sales execution and expected business outcomes. CRM is the underlying technology that [...]
In his book, The Fusion Marketing Bible, author Lon Safko focuses on ways to analyze your marketing efforts and leverage synergies across platforms to produce the best results. In this edited excerpt, Safko lays out the crucial steps to determining your plan’s effectiveness: the cost of customer acquisition. Every business [...]
When companies purchase a customer relationship management (CRM) system, they are often surprised to find that the new solution is not always immediately embraced by the salesforce. In fact, some sales reps believe that the primary purpose of CRM is to enhance sales management functions such as performance reporting and [...]
