October 27, 2009 – 2:06 pm
Sales managers risk their job and their reputation when operating blind. Sales people drive around, talking to prospects, and all looks OK, till the quarter ends with short sales. This happens over and over from company to company and needs not to be so. Consider a few simple steps to clear up sales invisibility.
Sales management [...]
Total visibility to all sales activity has to help. If I, as a sales manager, can see every opportunity being worked by direct and in-direct salespeople, it is logical that I can apply expertise that will close more of them. After all, I am sales management, and if I can apply my limited resources to [...]
The 80 – 20 rule is the mantra at the ITW company. All from the top executive, to a salesperson working a territory use the 80 – 20 rule to manage the business. This rule tells us that 80 % of a business result will come from 20% of the effort. The rule can be [...]
A lead qualifies to an opportunity and the opportunity is won or lost, or the opportunity sucks time and resource from the selling team as a vampire sucks blood from his victims. This sales stage is called Vampire. Sales records which keep bobbing on the pipeline but which closing is futile, are Vampires. Time [...]
January 9, 2009 – 1:18 pm
Marketing managers and sales managers lives are spent tracking leads and opportunities. Generating leads, routing leads, qualify leads and lead updates eat up time and money. Automating this process has several advantages first, you know the lead is passed to the right sales person quickly, second you know the sales person is working the lead.
LeadNET, [...]
By SalesGuy
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Posted in Lead Closing, SalesSoftware
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Also tagged forecast, leads, opportunity, qualify, rep, sales lead, sales rep, salesperson, salesteam, sell, selling
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November 23, 2008 – 3:11 pm
Sell with respect. Respect your sales prospect by asking sales questions with grace.
November 6, 2008 – 6:55 pm
I used to be a culprit of this. I would get a lead from a boss or marketing person, I would call the lead and attempt to qualify. Many cases the lead was frigid and with the weight of a big quota bearing down I moved on to lower hanging leads to be picked off. [...]
November 6, 2008 – 6:35 pm
There is no software that automates the selling process until now. Salesforce.com de-automates the sales process, leads360 does not offer any process automation or workflow. Any tool can send a lead or route a sales lead to a salesperson and the tool can force an expensive and hard to use login for an in-direct salesperson [...]
October 29, 2008 – 3:14 pm
Sales Data Entry and Edits are Done in a Ajax DataGrid
DataGrids are Supercharged Spreadsheets
Standard CRM is Unusable by Salespeople
Users hate full CRM tools like Salesforce.com. CRM is just too hard to use. Hard to use since it’s inception CRM has gotten fatter. Bloated with functionality that sales people do not use or need. This extra [...]
October 17, 2008 – 1:11 pm
Many manufacturers representatives use distribution partners to work sales leads and to close business opportunities. To clarify, sales leads are qualified to a business opportunity. When a sales lead is converted to a business opportunity it is now forecasted. The sales forecast is transparent to the salesmen, meaning the sales forecast is auto-created. This ends [...]
Lead Management Sales Management