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Arming your CRM for the experience economy
CRM is becoming your most important competitive weapon in the experience economy. Gartner Group reports that by 2020, 81% of companies expect to be competing mostly or completely on the basis of customer experience. In other words, the customer relationship either is or should be the foundation of your company’s success with your CRM being…
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Your customers are shopping without you
If you have shopped for a new car recently you’ll understand it when we assert that 60 – 75% of both B2B and B2C sales cycles are now the responsibility of the Marketing department, not Sales. Customers only want to engage with Sales after they have reduced the potential number of solutions to their final short list. As we have seen recently, this includes some amazing…
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Convert leads to sales, but at what cost?
You are an enlightened marketer using all of the latest techniques to bring in lots of new enquiries for your products and services. You’re taking advantage of social media, networking events and maybe even Adwords to get your message across. Even your website is top notch. The trouble is you don’t have visibility into your cost per lead,…
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Are you losing Sales?
It seems such an obvious question! We all participate in a massively competitive world that is full of business risks. None of us really want to lose sales because our systems and processes allow good leads to be lost, opportunities to fail, follow ups to not be made when they need to be made. And…
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My team won’t use CRM…
We feel your pain! You know that the team to benefit the most from CRM groan every time you mention installing it, or maybe they just aren’t using the system you’ve already installed? Have they heard horror stories about systems that don’t work or are difficult to use? Do you have a system that isn’t…
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Technology is moving SO fast– are you keeping up by using Mobile Sales?
Some of us LOVE technology, some HATE it, whilst the majority are somewhere in the middle. Wherever we fall within this spectrum, one thing is for sure – if our businesses don’t keep up there is a significant risk that we’ll fall behind our competitors. And Mobile Sales is one area of technological innovation that…
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Are your staff singing and dancing about your all-singing all-dancing technology?
Too often technology is introduced that is the absolute bees knees, but staff refuse to use it. And you may not even realise that they’re not using the shiny new app that you’ve installed to make their lives so much easier… So, why is it that technology isn’t well adopted within a business? Well, to…
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Keying in data is boring!
Yes, we know that not everyone will agree that typing is boring (particularly if you’re a trained touch-typist), but inputting data, is nevertheless, a task that a lot of us could do without. This is particularly relevant for busy sales and Business Development (BD) staff who have a host of vital calls to make and…
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Keeping Your Customers Engaged When You Can’t be Face-to-Face
Sales for the most part, has always been a one-to-one activity. We speak on the phone, and communicate over SMS and email, but we earn our money by building relationships on a face-to-face basis. Why? Because people buy from people they like. So, what can you do to keep your prospects and customers engaged when…
Author: Claire Aplin
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