CRM Best Practices eBook – Smart Practices That Pay: Leveraging Information to Achieve Greater Selling Results

Today’s sales environment is characterized by intense competition, strategic sourcing contracts, online auctions, customer pressure for self-service, and the ongoing debate over fee-based services.  To thrive in this environment, your business needs more than leading technology to achieve long-term growth. Leading  organizations are looking outside their four walls to their customers for growth ideas. By leveraging the voice of the customer, these organizations achieve a competitive advantage in redefining sales and marketing, the all-important customer-facing portion of their operations.

In an effort to help businesses sell more, more effectively, Commence Corporation has developed this compendium of more than 40 smart CRM best practices in selling, culled from interviews with leading executives within high-growth companies, and building on a comprehensive review of published perspectives on smart selling.  Entitled Smart Practices That Pay: Leveraging Information to Achieve Greater Selling Results, this compendium focuses on the three key elements of a successful sales effort: marketing strategy, sales management, and sales optimization through technology.

Commence Corporation knows that the information technology investments of sales departments are often wasted due to failed implementations. This study focuses on the keys to successful selling, all of which can be enhanced with proper application of technology. Based on extensive experience, Commence Corporation believes that the only path to success is to first develop consistent marketing and sales processes, then utilize these processes in a disciplined manner reinforced by dynamic training and carried forward through effective coaching.  The right technology can help accomplish each of these steps.

Many companies today are contemplating adding a centralized sales and marketing database system, sometimes called Customer Relationship Management (CRM), Sales Force Automation (SFA), Contact Management (CM), or a variety of other confusing names and acronyms. The purpose of this document is to ensure that these initiatives, by whatever name, succeed for sellers and deliver the results promised.

For more information on how Commence CRM can help you to become a more efficient sales and service organization visit our web site at www.commence.com or call  1-877- 266-6362  and talk with one of our sales consultants.