The Value of CRM Part 2: Bridging Islands of Data

One of the greatest values provided by CRM is that they help to bring together islands of data that exist within each department, branch and employee within a company. This is particularly the case with modern CRM systems, many of which have been expanded to include more departments and to link more easily with other systems. There’s a reason software…

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The Value of CRM, Part 1: Automation

When I work with a company that is trying to get the most value from its CRM system, I start with questions about which metrics they’re tracking and how, and I’d like to pose the same questions to you: Do you measure activity by key manufacturers and products? How, and how often? How are you handling manufacturer-requested reports? Have you…

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3 Resolutions to Get the Most Out of CRM in 2017

It’s the start of a new year, and typically a new set of goals and opportunities for industrial distributors and manufacturers. We’ve put together three resolutions you should make to get more out of your CRM system in 2017: 1. Put focus on the front end of the sales cycle. Most companies in the industrial sales world are managing their…

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Year-End Reflections – Common Themes on Using CRM to Achieve Growth Goals

As another year comes to an end, it’s a good time to reflect on a number of themes I’ve been hearing when talking to industrial manufacturers and distributors. Some of these conversations happened during webinars, others during in-person meetings, and many came from informal polling at a recent trade show. Usage of CRM Systems The majority (over 75%) of companies…

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Selltis Tips and Tricks: Adding to Your Desktop Panel

To add to the Desktop Panel, follow these directions: Click on the protractor icon: This will bring you to Personal Options>Desktop Nodes: To add a new Node to the list, click Insert to add it to the top and Append to add it below the item you have selected (blue in focus). Use the Label field to name the addition…

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CRM Functionality: Calendar Management

Many companies manage calendars in individual Outlook accounts, but in a CRM system, you can do group calendaring with your team internally, as well as with external partners such as manufacturers, product specialists and others. That visibility is valuable. For example, if a serviceperson is scheduled to do work at a customer’s location, an inside salesperson can reference that if…

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5 Questions to Ask to Qualify Sales Opportunities

Proactive sales opportunity management is one area where CRM can help you grow sales with existing customers, as well as with new ones. But not every opportunity is worth pushing forward in the pipeline. Have your salespeople ask these five questions to qualify a sales opportunity. (Read about qualifying sales leads here.) Integrate these questions into your CRM system for…

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CRM Functionality: Sales Opportunity Management

Opportunity management is the entire front end of the sales process. An opportunity comes after you qualify a lead. Effective opportunity management adds visibility to what’s coming down the pipeline. Your CRM system allows you to automate this process. If you aren’t already, ask your team start tracking the following when you come across an opportunity in an existing or…

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