The Importance of CRM and Accounts Integration (For Sales People)

After over 25 years in the CRM business, Collier Pickard has a deep understanding of the importance of data and data integration. If your business is using both a CRM and accounts systems, you need the data to be identical across both systems. Why? Well, read on and find out.

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Trades Exhibitions boosts re-bookings with CRM – a case study

Trades Exhibitions has teamed up with organisations across the beauty industry in an effort to inform, educate and promote the professional beauty industry. They are the organisers of the Professional Beauty shows – the top health and beauty events in the UK, Ireland, India and South Africa. They publish the UK’s leading magazine (Professional Beauty Magazine) for professional beauty, nails and spa industries. They also organise the prestigious European Spa Convention and Professional Beauty Awards.

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Top 5 considerations for business owners when choosing CRM

In this article, as the title suggests, we give you our top 5 considerations for business owners when choosing CRM. For owners of small businesses, 2019 is looking like a challenging year. The news is full of local, national and international stories that seem to throw up challenges on a daily basis. Before succumbing to feelings of despair, it’s worth recalling what makes your business special and unique. Keeping focussed on your business and what you are offering is a sure-fire way of maintaining momentum. It also helps in selecting tools that can take you to the next level of

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Do you need to transform your CRM strategy in 2019?

After a long, but very enjoyable week spent working with clients, I spent Friday in our offices in Kent. A day to catch up on emails and review our own CRM system to bring back some of the things learnt in the field. My first email of the day, from our Chairman, Mike Collier, contained this timely reminder. Written in June 2013 as a short blog, it highlights some possible changes to be made to our CRM system (shortened slightly here).

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My business is growing – how do I use CRM for sales management?

For many businesses the challenges of managing growth is never fully resolved. Either the business cannot fulfil its full potential, or that potential is constrained. If you are struggling to manage a growing business, what role should CRM play? “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” — Bill Gates, co-founder of Microsoft What does business growth look like? A strange question, but bear with me. Many of our clients will report

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CRM for Inbound Selling

The traditional benefit of a CRM system is still predominantly thought to be the outbound sales management functionality, but with the increasing prowess of marketing automation systems and, particularly their expanding integration into CRM platforms, how do the odds stack up for inbound rather than outbound sales within CRM? In my last blog, I talked about the importance of a unified dataset for business improvement; and while the context is different in terms of the data being discussed, the same principle is absolutely relevant here. In order to stand the best chance of doing business with your leads and customers,

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Monitoring sales team performance with CRM

What sort of questions should you be asking from your CRM system to extract valuable sales performance insights? This will depend on your industry and business model, but here are some pointers to get you thinking: Which customers do you spend the most time and effort on? Effort could be in the form of emails, meetings, phone calls and more, so which customers take the most time? Which consume the most resource and incur the highest cost to service? Once you have this information (and this will depend on proper use of the CRM system by the team), compare this with how much revenue this actually generates for your business.

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Do’s and don’ts when managing sales opportunities with CRM

If your business development team doesn’t have a data driven culture, it’s easy to get overwhelmed when reviewing your team’s sales opportunities in CRM. For example, you might think – why are there open opportunities which are expected to close in the past?! Why are there 3 copies of the same opportunity, and why are all of them are in the pipeline forecast?! Why are there 5 open opportunities with a BDM assigned, but no phone calls logged against them?! Getting your sales team to engage with CRM in the right way takes time, effort, and positive leadership. So how do you drive a

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Opportunity sales processes in Maximizer CRM – a masterclass

Opportunities in Maximizer CRM are designed to help manage all your future potential revenue. To help understand when you might expect each order, Sales Opportunity Processes guide and inform. If you want to really master opportunity management in Maximizer, here are our top tips. When you create an opportunity (or assign a new Sales Process to an existing one) Maximizer creates a copy of all the current stages (and percentages) for that Sales Process for the opportunity. It needs to do this so that stage aging can be tracked. Stage aging helps you to see which Opportunities are stuck when

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Why is CRM failing?

For someone like me, with a passion for all things CRM, the latest news from Miller Heiman makes depressing reading. In their recent CSO Insights 2018 Buyer Preference Study they report that currently only 53% of sales representatives are meeting or exceeding their quota. So despite record investment in CRM tools, barely half of your sales team will make their number this year! Before anyone accuses me of opportunism, this is not a cry to spend more. Far from it. The failure of CRM could be caused by companies spending too much on their CRM systems. Time to revisit some

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