Don't Automate Bad

In its simplest form, Customer Relationship Management (CRM) software helps organizations automate their existing business development, sales and marketing processes. And on episode 45: “don’t automate bad” of unsuitable on Rea Radio, Brian Harr, president of Three30 Group, explains the benefits of CRM and how this tool can help facilitate strong business relationships while multiplying revenue.

Sales Gamification – The Thrill of Competition

Sales Gamification – The Thrill of Competition

The thrill of competition.  It’s something we’ve experienced since competing for our first trophy in soccer, a chess tournament, baseball, or a spelling bee.  Competition can motivate us, drive us to be creative and innovative, and to find ways to work as a team toward a common goal.  And when you achieve your goal, there’s no feeling quite like it.  It’s why so many of us continue to find ways to seek out competition as adults… fantasy football, coaching, video games, cards, 5K’s, and so on.

In sales, we all understand the importance of competition.  It’s a pretty simple formula, if you don’t compete you don’t survive.  So if competition is a critical driver in sales, why don’t we see the excitement like we do with other competitions?  Sure it feels good to meet or exceed your numbers, get your bonus, or get promoted.  But something’s still missing. 

Increasing revenue with a CRM system: Part 3 – Where did that lead come from?

In this multi-part series we discuss how using a customer relationship management (CRM) system can help your organization streamline its sales & marketing processes to generate more revenue.  In the third installment of the series we’ll take a look at how a CRM can help you identify what marketing dollars are really generating leads and ultimately sales for your business.

I think social media is working?

Should we invest more money into our Google & Facebook advertising?  Should we attend the annual trade show?  Are these efforts generating leads?  Are they good leads?  How are these investments translating into sales?

Increasing revenue with a CRM system: Part 2 – A Customer-Focused Organization

In this multi-part series we discuss how using a customer relationship management (CRM) system can help your organization streamline its sales & marketing processes to generate more revenue.  In the second installment of the series we’ll take a look at how a CRM can improve customer satisfaction, support, and retention.

Houston, I didn’t know we had a problem

Preparing for a sales call with an existing customer can be a daunting task.  You need to pull together the details from your last call, do your homework on the competition, gather sales history, make sure samples or literature were sent, pricing was approved, and quotations or presentations prepared. 

Increase revenue with a CRM system: Part 1 – What Gets Measured Gets Done

In this multi-part series we will be discussing how using a customer relationship management (CRM) system can help your organization streamline its sales & marketing processes to generate more revenue.  In the first part of this series we’ll take a look at how breaking your sales plan into actionable and measured tasks can help ensure your team hits its goals for the year.

What gets measured gets done

You’ve most likely heard this saying before, and in the world of a salesperson you completely understand what it means to be measured.