Implementing Salesforce CRM - The role of Senior Executives

Posted by Paul Davenport on 16 July 2019
Implementing Salesforce CRM - The role of Senior Executives
We often see with Salesforce CRM is first implemented into a business, it requires a considerable change in behavior by all Users. For many of us, changing behaviors is not something that comes easy and like anything in life, the support from those around us, particular those we look up to...
Posted in: CRM Sales Framework Sales Growth   0 Comments

Will KPI's or KBI's Drive Salesforce CRM Success?

Posted by Tony Hall on 9 July 2019
Will KPI's or KBI's Drive Salesforce CRM Success?
We have observed a pattern of recent times when reviewing Salesforce CRM take up and success for B2B companies. The companies we observed that are achieving superior ROI from Salesforce have a different approach to how they measure their sales teams. Their focus is on measuring the beh...
Posted in: CRM Sales Behaviors   0 Comments

Key Accounts - The Importance of Collaboration

Posted by Paul Davenport on 2 July 2019
Key Accounts - The Importance of Collaboration
There is an old saying that "it takes a village to raise a child".  Likewise, in business, to maintain relevance in major accounts, you need collaboration of many people in your organisation. We often see businesses using Salesforce CRM to record an extensive amount of data ...
Posted in: High Performance Sales Sales Behaviors Initiatives   0 Comments

Is your CRM Configured to Deliver Value to your Sales People?

Posted by Tony Hall on 11 June 2019
Is your CRM Configured to Deliver Value to your Sales People?
When you launched your CRM, what was the focus? Was it to provide better management reports? Or to check on what the sales team were doing? Or, measuring the activity of the sales team? Or, was it specifically configured to deliver value to the sales people? One of the key reasons why CRM&...
Posted in: CRM High Performance Sales Sales Behaviors   0 Comments

CRM Adoption - The Impact of the Sales Manager

Posted by Paul Davenport on 5 June 2019
CRM Adoption - The Impact of the Sales Manager
When it comes to sales teams, it is widely acknowledged that using the tools and resources available to them will ultimately lead to higher performance. The Customer Relationship Management system (CRM) is one such key sales resource as it is proven to add value to the sales team from the ...
Posted in: CRM Sales Behaviors   0 Comments

Strategic Account Planning for Growth

Posted by Tony Hall on 29 May 2019
Strategic Account Planning for Growth
How many customers do you have that you can grow by multiples; e.g. growth of 3 to 4 times in the next 2 years? It is interesting to see how the high performers plan to achieve their sales targets. They tend to have a handful of accounts that they believe they can grow by 2 to 4 times, the...
Posted in: Sales Relevance Sales Growth   0 Comments

Improving Win Rates

Posted by Paul Davenport on 24 May 2019
Improving Win Rates
Most Sales Managers will have had a sales person in their team that gets along with their Customers, is always busy, has an extensive Opportunity Funnel but never seems to close the deals. The common response is often "well they are just no good at closing!"  Whilst this may...
Posted in: Sales Growth   0 Comments

How to Effectively Manage a Territory with 150+ B2B Customers & Prospects

Posted by Tony Hall on 14 May 2019
How to Effectively Manage a Territory with 150+ B2B Customers & Prospects
  Over the years we have worked with many sales people who have 100 to 150+ customers in their territory. Some of these sales people are a little overwhelmed with how busy they are managing this volume of customers, whilst others seem to manage them with relative ease and achieve cons...
Posted in: High Performance Sales Sales Behaviors Cadence   0 Comments

Forecasting in an Opportunities Based Business

Posted by Paul Davenport on 7 May 2019
Forecasting in an Opportunities Based Business
As a business owner or manager, have you ever had issues with sales people forecasting revenues? Sales people often either forecast revenues way too early or the opportunities fail to actually close. We find that many organisations often have either no consistent method of forecasting ...
Posted in: CRM Sales Behaviors   0 Comments

Gain more insight with each client interaction

Posted by Tony Hall on 30 April 2019
Gain more insight with each client interaction
When we compare the level of client insight between high performing and mid-level B2B sales people, it is extraordinary how big the gap is. So, we set about trying to understand how the high performers can gain so much more insight with the same number of client interactions. What we found...
Posted in: High Performance Sales Sales Behaviors Mindset   0 Comments
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Recent Blog

Implementing Salesforce CRM - The role of Senior Executives

Posted by Paul Davenport on 16 July 2019
Implementing Salesforce CRM - The role of Senior Executives
We often see with Salesforce CRM is first implemented into a business, it requires a considera...
Posted in: CRM Sales Framework Sales Growth   0 Comments

Will KPI's or KBI's Drive Salesforce CRM Success?

Posted by Tony Hall on 9 July 2019
Will KPI's or KBI's Drive Salesforce CRM Success?
We have observed a pattern of recent times when reviewing Salesforce CRM take up and success f...
Posted in: CRM Sales Behaviors   0 Comments

Key Accounts - The Importance of Collaboration

Posted by Paul Davenport on 2 July 2019
Key Accounts - The Importance of Collaboration
There is an old saying that "it takes a village to raise a child".  Likewise, i...
Posted in: High Performance Sales Sales Behaviors Initiatives   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

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