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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Business Intelligence with CRM: Setting and Tracking Goals in Dashboards

We’ve discussed dynamic dashboards, an out-of-the-box Selltis feature not found in other popular CRM software. We also recently discussed exception reporting – not just looking at a trend, but diving deeper to learn of underlying issues, such as “Are leads followed up in a timely manner?” Today, let’s talk about goals, and specifically setting and tracking sales goals in dashboards….

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CRM Functionality: Tracking Customer Touch Points

As we previously discussed on this blog, a touch point with a customer may include everything from a simple phone call or email to an in-person sales visit. It may also be a service call; it’s important to think beyond the outside sales team when tracking customer activity in your CRM. A standard function of CRM is activity management, which…

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Why You Should Track Service Calls in Your CRM

Are you taking full advantage of the data collected by your service department every time they interact with a customer? For most companies, the service department has the most untapped potential of any to grow sales. You read that right: Use your CRM to track service, and you’ll start to see an impact almost immediately on your top line. Your…

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Hold Regular Meetings to Get Feedback on CRM

You have a new CRM system, with a team that’s excited to move forward. If you’ve followed best practices and included a diverse group in the design and implementation of the system, how do you maintain that momentum in the months that follow? After implementation, hold monthly or quarterly progress meetings to get feedback from your team. This is an…

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