Qualification – The missing step in most Sales Processes

Reading Time: 2min40s A sales team’s ability to effectively qualify leads is one of the most important aspects of any sales process, now more than ever. Time has always been valuable, during times of steep change, time is even more valuable. Misqualified opportunities will ruin any sales process. An understanding of whether there is genuine interest or if what you have is just a name and a phone number is critical to ensuring that no time is wasted.

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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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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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Infor CRM user options guide – how to set your opportunities

The User Options area of your Infor CRM system allows you to tweak your settings so that it works in the way that suits your preferences. In previous blogs about Infor CRM user options, I covered: Infor CRM user options – a general guide Infor CRM user options – a guide on groups and alerts Infor CRM user options – how to set up your calendar Infor CRM user options guide – how to change your password In this blog we’ll talk about how you can customise your Opportunities to suit your needs. Start by going to Tools > Options

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Quotation software – part of CRM or ERP?

There are many pieces of software on the market for quotations. Some are simple … a product file, a price list and a quote template. Others are sophisticated … configure, price, quote (or CPQ) tools with complex configurators and product image building. The goal of each type of software is, however, always the same: to make the process of raising a quotation for a customer more accurate to reduce the time it takes to produce and deliver a quote to reduce the error rate in quotations This is called technology enabled selling: using technology to improve the effectiveness of the

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