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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CRM Case Study: Texmac Bridges Sales and Service, Connects Remote Workforce

Texmac, a distributor of commercial embroidery machines, needed to better connect its remote workforce, spread throughout North America. It also wanted to bridge two critical areas of its business: sales and service. “Companies have two incredibly valuable assets inside of their company that they need to take advantage of,” said Scott Cody, Texmac division manager. “The first one is information…

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The Changing Roles of Marketing and Sales – and How CRM Can Help

The primary if not only reason for investing in CRM is to improve the effectiveness of your sales and marketing efforts with one goal: growing your top-line sales. While it is important to manage contact and company information, the real power (in terms of growth) comes from tracking what your current customers and new prospects are looking for. You also…

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