Part 1: Why do CRMs fail to deliver to the original objectives

Posted by Tony Hall on 3 July 2018
Part 1: Why do CRMs fail to deliver to the original objectives
Over the past few months we have spoken with twenty B2B companies that have a CRM in place (from 2 months to 8 years) to investigate how their CRM system is performing. We conducted a series of 1-on-1 interviews to gain a deep understanding of the following five CRM topics: 1. The reas...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

CRM - Where does it fit In for Financial Institutions

Posted by Paul Davenport on 26 June 2018
CRM - Where does it fit In for Financial Institutions
Everyday there seems to a new company or technology out there claiming to disrupt the financial services industry and it's no different with commercial banking. The non-traditional players have undercut traditional banks with lower costs, better service and a much simpler onboarding proces...
Posted in: CRM Call Centre High Performance Sales Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 7: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 19 June 2018
Part 7: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Managing your Sales Pipeline - Shifting the focus from Activity to Value

Posted by Ingrid Maynard on 12 June 2018
Managing your Sales Pipeline - Shifting the focus from Activity to Value
CRM's are often a reflection of the way we recognise sales performance - activity.  So, most CRM's are stage based on the assumption that opportunities are linear and that each stage measures progression towards a sale. What sales managers find though is that even when opportu...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 6: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 5 June 2018
Part 6: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Improving CRM adoption

Posted by Paul Davenport on 29 May 2018
Improving CRM adoption
A Customer Relationship Management (CRM) is often implemented to improve productivity, boost sales, streamline operations and save money. Research, however, shows that over 40% of the CRM projects fail and only 30% - 40% of CRM projects demonstrate full end user adoption. The primary r...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 5: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 22 May 2018
Part 5: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

How to create a sales culture in a customer service team

Posted by Ingrid Maynard on 16 May 2018
How to create a sales culture in a customer service team
With so much changing in this environment, and with so many agent attrition, making this shift can seem a nigh impossible task.  The key is to begin a journey with your team. Here are 5 things a Contact Centre Manager can do to shift the culture: Change the context
Accept t...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 4: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 8 May 2018
Part 4: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Taking actions to improve behaviours

Posted by Paul Davenport on 2 May 2018
Taking actions to improve behaviours
It is well known that only a slight improvement in the behaviour of those dealing with customers can change the outcomes to a business, such as increasing revenues. To this end, a specific example of an improved behaviour may be - 'increasing Insight of the customer through seeking to ...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

Are you using Salesforce as an Effective Coaching Tool?

Posted by Tony Hall on 6 August 2019
Are you using Salesforce as an Effective Coaching Tool?
The companies we have observed that are achieving great results from Salesforce CRM have quali...
Posted in: High Performance Sales Sales Relevance Sales Growth Sales Leadership   0 Comments

Key Accounts - Improve your Share of Wallet

Posted by Paul Davenport on 30 July 2019
Key Accounts - Improve your Share of Wallet
We often see Account Managers being content with the relationship with their major accounts, h...
Posted in: High Performance Sales Sales Behaviors Sales Relevance Sales Growth   0 Comments

Setup Your Way of Working to Improve Salesforce CRM Performance

Posted by Tony Hall on 23 July 2019
Setup Your Way of Working to Improve Salesforce CRM Performance
What did you do to update your way of working when you implemented Salesforce CRM? We have...
Posted in: CRM Sales Behaviors Sales Relevance Sales Growth Sales Leadership   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

Improve your behaviours to improve your team

+61 3 9532 2066

999 Nepean Hwy,
Moorabbin VIC 3189, Australia

PrintTell a FriendBookmark Site