A Good CRM System Can Help Determine Who’s Buying and Who’s Not

Posted by Commence on December 15, 2011 under CEO Corner | 2 Comments to Read

Don't waste valuable time chasing tire kickers

Management of the Sales Cycle

CRM software is often looked upon as an extension of contact management and sales automation software. While this is certainly true, several CRM solution providers have taken CRM to a whole new level, using it to implement a structured approach to lead management and management of the sales cycle.  One of these companies, Commence Corporation has developed a unique Automated Business Process that  automates the lead qualification process and helps sales organizations better determine who’s buying and who’s not.

Automated Business Process

The structured process offers the ability to create a series of buying criteria built right into the CRM software such as;

• Prospect displays a high level of interest
• Needs have been established and documented
• Budget has been approved
• Buying or evaluation criteria have been established
• There is a specific time frame for a decision
• The internal selection process has been shared with you

Sales representatives answer the questions and the system rates and color codes each new opportunity based on the results, with red being a hot opportunity, yellow a warm one and blue cold.   The questions are completely customizable and you can even establish percentages if you feel one question is more important than another.

CRM Lead Management

This structured lead qualification process built into the Commence CRM software has proven to reduce sales cycles and improve close ratios.  This is because with Commence CRM, sales representatives become laser focused on the most qualified opportunities versus spending valuable time chasing tire kickers.

For more information about the automated lead qualification process click here.

[Image "Efficient VERSUS Effective" by Laura Dantonio on Flickr under Creative Commons license]

Best CRM Software for Small to Mid-Size Businesses

Posted by Commence on October 5, 2011 under CEO Corner | 3 Comments to Read

Small to mid-size business are beginning to engage in the use of CRM software at a higher rate than ever before.    There are several reasons for this, but the growth is primarily driven by the rapid deployment and low cost of today’s CRM product offerings.  Most of the small to mid-size businesses seeking a CRM solution have experience with traditional contact management software. They have been using these desktop solutions to manage their interaction with people but they now require more advanced functionality.  The capturing and distribution of leads, management of the sales process and the ability to promote their own products and service using bulk e-mail programs are the driving force behind the interest in CRM software.  The biggest challenge for these businesses however is finding a quality solution that deploys rapidly, is easy to use and has the scope of functionality they require at an affordable price.

One of the CRM software solutions that has become very popular among the mid-size and small business community is Commence CRM from Commence Corporation.  Commence is a web based CRM solution that is deployed via a cloud computing environment. The product offers one of the most comprehensive suite of applications in the industry including contact and account management, activity management, lead management, sales opportunity management, marketing, customer support, a document library, project management, reporting and an accounting interface.  E-mail integration with Microsoft Outlook, Gmail, Mac E-mail and access to the CRM system via any hand held device is also part of this robust offering.

Upon entering a password and login, users are greeted with a cosmetically appealing home page or dashboard which is completely customizable by job function and enables the end user to manage their daily activity without leaving the screen.  Customers report that even the most novice PC or Mac users quickly become comfortable with Commence CRM.

The Commence CRM platform also mirrors that of enterprise level programs like Salesforce.com and Microsoft Dynamics CRM. Built using a Java backbone and SQL server,  Commence is highly scalable and offers excellent performance – two important decision criteria not commonly found in lower end CRM offerings.

While the company’s twenty year history and track record for producing award winning software is a comfort to most companies that select Commence CRM, the product offers several unique features that are simply not found in competitive CRM offerings.  First is a customer account rating feature that allows the end user to rate and color code their customers based on the value they provide to your business.  Some of the rating criteria include company size, revenue produced, profitability, cost of servicing the customer, the potential for growth and retention.  This feature enables management and staff to quickly identify their top customers based on their rating and color.  This rating feature has also been extended to the leads application allowing sales management and their sales team to rate and color code leads based on where they are in the buying cycle.  Another core feature that customers find unique and valuable is an automated organization chart.  The chart is tied to the account and contact records so that employees and management can quickly determine the reporting structure of every customer.

Commence CRM offers an attractive blend of features, function and price that have made it perhaps the best CRM solution for small to mid-size customers.  To learn more about Commence CRM software visit the company’s web site at  www.commmence.com.

Commence CRM Scores Big with Account Rating System

Posted by Commence on September 23, 2011 under CEO Corner | Read the First Comment

Commence Corporation, a leading provider of on-premise and cloud based CRM software is winning new business by demonstrating that all CRM systems are not alike.   Designed specifically for mid-size companies and small enterprises Commence takes CRM software to a whole new level offering several unique features that have proven to offer exceptional value to Commence customers.

Account Rating

The first of these features is an account rating system that allows you to rate and color code each customer based on the value they provide to your business.  Customers coded in red represent your top rated customers, while yellow and blue coded customers may purchase less products or services, may be more costly to support and less profitable.

Customer Scoring

The rating system is completely customizable and traditionally includes criteria such as: customer size, revenue generated, cost of providing service, profitability and growth potential.   This simple but unique feature is providing exceptional value to Commence customers by enabling management to better understand who their most valuable customers really are.

Account Rating

Organization Chart

Another unique feature that is differentiating Commence from the pack is the products automated Organization Chart that identifies key people within your customer base and new prospects.  This feature helps sales and support personnel to understand the reporting structure of their customers and new prospects.

Company Org Chart

Commence has been providing customer management software to mid size businesses for more than two decades and is no stranger to the CRM software sector.   Its cloud based CRM solution is competing very favorably with industry giants Microsoft CRM and Salesforce.com. For more information about Commence CRM visit the company’s web site at www.commence.com and sign up for a free test drive.

Mid-Size Firms Find Commence CRM Features & Pricing Alluring

Posted by Commence on August 12, 2011 under CEO Corner | Read the First Comment

Easy to use, feature rich solutions

Mid size companies and small enterprises looking for an easy to use feature rich CRM solution are turning their attention to Commence Corporation’s cloud based CRM software.  Commence is no stranger to the CRM sector and has been providing customer management and sales management software to growing businesses for more than two decades.

Better known for their desktop CRM solutions, Commence is an up and comer in the cloud CRM race and is becoming a welcome competitor against high priced competitors like Salesforce.com.

While price is a strong consideration when selecting a CRM system, it’s Commence CRM’s feature set which is attracting new customers.   Right out of the gate users experience a cosmetically appealing user interface that is clean, easy to navigate and easy to use. While most CRM solutions are identical with regard to managing accounts and contacts, Commence offers an array of unique features that quickly differentiate it from competitive products.  One of these features is an account rating system that enables customers to color code their customers based on a set of pre-defined criteria such as revenue, profitability, cost to provide service and growth potential. This provides management and all authorized staff the ability to quickly see who their best customers are by viewing a single screen.

Account Rating Screen

Another unique feature of Commence CRM is an automated organization chart that identifies each member of the organization, their title, e-mail, telephone and who they report to. Sales executives and support personnel have found this extremely useful in identifying who the appropriate person is within the client’s organization.

Built-in Organization Chart

Commence has also incorporated a Lead Scoring feature in the leads module.  Similar to the account scoring feature above, leads can be rated, scored and color coded based on how qualified they are.  This ensures that the sales team is laser focused on the most promising new opportunities vs. chasing tire kickers.

Lead Qualification and Scoring View

Commence CRM software offers a suite of fully integrated applications for account and contact management, sales lead management, marketing and customer support. In addition, the product has a project management application and an accounting interface. Email integration with MS Outlook, Gmail, and Entourage along with full mobile capability is also part of Commence CRM software.  Commence CRM may be deployed on PC’s or Mac in a cloud or on-premise environment.

To learn more about Commence CRM software visit the company’s web site at Commence.com or call Commence Sales at 1-877- 266-6362.

Commence CRM Well Positioned for Continued Growth

Posted by Commence on August 5, 2011 under CEO Corner | Be the First to Comment

Companies seeking Customer Relationship Management software solutions (CRM) traditionally focus their attention on industry giants Microsoft and Salesforce.com, but if there is a true David vs. Goliath story in this industry it’s lesser known Commence Corporation.

For the past two decades Commence has been quietly providing high quality customer management software and services to customers around the world and boasts one of the highest customer satisfaction rates in the industry.  Commence’s origin comes from a team of Bell Laboratory engineers who founded the company and engineered one of the most flexible and reliable desktop CRM solutions in the world.  Better known for its engineering savvy vs. sales and marketing, Commence’s desktop solution was sold under a private label agreement with several enterprise giants like IBM, AT&T and Compaq computer.  These relationships enabled Commence to better understand customer requirements and design software solutions that were easy to implement and easy to use.

Today, the company’s CRM offering has evolved into a robust suite of applications for sales, marketing, project management and customer service and is one of the few CRM systems that may be deployed on premise or hosted via the cloud.  Under the direction of industry veteran Larry Caretsky, the company is expanding its sales and marketing organization throughout North America and Europe and is enjoying a great deal of success against the competition.

“Commence is simply easier to use, less expensive and offers the flexibility you don’t find with enterprise level solutions.”

Larry Caretsky
CEO, Commence Corporation

“This industry is full of hype” says Caretsky, “bolstered by the deep pockets of companies like Microsoft and Salesforce.com who continue to market the ‘one size fits all’ approach to CRM. This simply is not the case. If you are an enterprise organization that requires several thousand users and 10 different languages then these products make sense.  If you’re a traditional mid-size company or small enterprise however, Commence is simply easier to use, less expensive and offers the flexibility you don’t find with enterprise level solutions.”

Commence CRM offers several unique features that businesses have found extremely valuable. First, there is the account scoring capability that enables companies to color-code their customers based on the value they provide to their business such as, the revenue generated, profitability, cost to provide services and future growth potential as examples.  This scoring feature is also incorporated in the lead management module which helps the sales team qualify each new lead based on pre-defined criteria. Integration to Microsoft Outlook, Gmail and accounting systems like QuickBooks as well as full mobile integration is all part of Commence CRM.  In addition to these unique features Commence also offers a world class cloud CRM service via a strategic relationship with Rackspace, one of the top application service providers in the industry.  Added together, it’s no wonder that Commence is a top rated CRM solution for growing businesses.

To learn more about Commence CRM visit the company’s web site at www.commence.com or call Commence sales at 1-877- 266-6362.

Pre-Call Touch: A creative way to make prospecting appointments

Posted by Commence on June 7, 2011 under Sales Training | Be the First to Comment

This is the third post in a series of guest posts from Dave Kahle, author and leading sales educator. In this Lead Management article he discusses creative ways to get a prospect’s attention — before you make that first call. Follow Dave’s latest Tweets at @davekahle.

By Dave Kahle

            Here’s a situation.  You have created a list of 20 highly qualified prospects.  You’ve researched them, and you know that these 20 people hold your prosperity in their hands.  But they don’t know you, have never spoken to you, and aren’t inclined to drop everything and see you. 

            How do you get to see them?

            You can do what everyone else does.  Send them an email.  Maybe leave a voice mail message.  Then be really frustrated that no one calls back.  Or, you can do something a bit different, and much more creative.

            For those highly qualified prospects, think of using a “pre-call touch.”  A pre-call touch is something you deliver to the prospect that says something about you, catches his attention, and makes it more likely that he/she will see you when you call.

            Here are two examples of “pre-call touches” from my most recent book, How to Sell Anything to Anyone Anytime.

            One of my clients was an advertising agency.  They had identified 100 “right people” – the key people in their market and location who held the future of the advertising agency in their hands.  They had accomplished the first step – identifying the right people – with excellence.

            Now, the problem was to move those highly qualified prospects to interact with the agency.  The experienced team knew that those key people with whom they needed to interact were busy and difficult people to see.  They just wouldn’t respond to the normal channels.  So, they came up with this very creative way of engaging with their prospects.

            They sent each of the 100 prospects a box, about the size of a watch box.  It was wrapped in brown paper and contained no return address.  The name and address of the prospect was hand-written in a female hand.  Inside the box was a sugar cube and a small piece of paper, like the size of a fortune cookie message, with the words, “Keep it sweet.”

            That was it.  Nothing else.

            One week later, those same prospects were sent another box, wrapped and addressed in exactly the same fashion.  This time, it contained a lemon with the message, “Don’t let it go sour.”

            Again, nothing else in the box. 

            On the third week, yet another box, wrapped and packaged identically.  This time, the box contained tinsel foil, like that which you use to decorate a Christmas tree.  The message?  “Make it sparkle.”

            Once again, nothing else.

            Week four and yet one more box arrived, identical to the others.  This time there was only one thing inside – a business card from the advertising agency sales person, with a self-stick note stuck to it.  On the note was the hand-written message, “I’ll call you tomorrow for an appointment.”

            Of the 100 people who received that series of deliveries, every single one of them took the call and made the appointment.  The advertising agency, when faced with the difficult task of engaging the prospect, had developed an effective and creative solution.  They gained their prospect’s attention, they captured their interest, and they prompted them to take action – they took the phone call and made the appointment.  In other words, they engaged the right people!

            Here’s another example.  This time, I was on the receiving end of a well done “pre-call touch.”  I was busily typing away on my computer when the FedEx guy walked into my office, put a box down on my desk, and said, “sign here.”  I did.

            You know what you do when you get a personally addressed FedEx delivery  — stop everything and open the box.  That’s what I did.  Inside was a  package of microwave popcorn.  Underneath that was a plastic bottle of Diet Pepsi.  Underneath that was a linen envelope with my name hand written in a female’s script.  I opened the envelope.  Inside was an invitation, personally written in the same script.  It said, “Dave, We have researched your company, and concluded that yours is the kind of company who gains the most from our service.  I’d like to invite you to take 30 minutes and watch a webinar as I introduce what we can do for you.  Enjoy the popcorn and soda, and let me do all the work.  I’ll call you this afternoon to confirm.”

            I thought to myself, “Not bad.  This probably cost them $30.00 to $40.00.  They wouldn’t have invested that money and time in someone who was not a good prospect.  I probably am right for them.  I’ll take the call.”

This sales person could have sent me an email, and I would have deleted it unopened.  She could have left me a voice mail message, and I would not have returned it.  Instead, she chose to deliver something to me that got my attention and made it much more likely that I would accept her phone call.

Clearly, a “pre-call touch” isn’t for every situation, nor every prospect.  For those high potential, qualified prospects, however, it can be the event that opens the door.

I don’t know what you can use as a “pre-call touch.”  A little creative brainstorming on your part could develop just the right delivery.  Don’t give in to the temptation to send a company brochure (yawn), or just a letter.  Break out of the box and think about what you could deliver that would catch the prospect’s attention, say something about you, and make him more likely to take your call.

It can make all the difference. 

About the Author:

Dave Kahle is one of the world’s leading sales educators. He’s written nine books, presented in 47 states and seven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations.  Sign up for his free weekly Ezine, and visit his blog.  For a limited time, receive $547 of free bonuses with the purchase of his latest book, How to Sell Anything to Anyone Anytime.

Photo Credit: by snowmanradio at en.wikipedia source Wikimedia license GFDL Free images from acobox.com

What can we learn from the best sales people?

Posted by Commence on May 27, 2011 under Sales Training | Read the First Comment

This is the second post in a series of guest posts from Dave Kahle, author and leading sales educator. He will be discussing best practices of the top sales people. Follow Dave’s latest Tweets at @davekahle.

By Dave Kahle
Do great B2B sales people, regardless of what they sell, have any practices in common?  In other words, do the best sales people all sell the same way?

A number of years ago, a professional association attempted to answer that question.  They studied superstar sales people from a wide variety of industries and concluded: Yes!

In fact, the best sales people excel at the same things.  Here are the top five practices of the very best sales people:

1.  They see the situation from the customer’s point of view.

2.  They ask better questions.

3.  They listen more constructively.

4.  They are obsessed with time management.

5.  They do bigger deals.

Let’s look at the relationship among these items to see if there are any lessons for us.

“They do bigger deals.”  That is both the result of their work (that is, after all, why they are the best sales people) as well as their focus from the beginning.  They start with an understanding that it is their job to bring revenue into the company, and that the more revenue they bring in, the more valuable they are to their companies and the more successful they become.  And this realization leads them to what becomes an obsession.

“They are obsessed with time management.”  That means that they intentionally and methodically strive to make the best use of their sales time by focusing the bulk of their efforts on the highest-potential opportunities and customers.  You won’t find them running an errand for a “C” customer just to be a nice guy.

In my book, How to Sell Anything to Anyone Anytime, I make the point that this practice – investing in the highest potential prospects and customers – trumps all other sales practices.  If you are a great presenter, for example, and wonderful at closing the sale, your skills will be squandered if they are not exercised with the right people.

And what do the best sales people do with the time they invest in the highest-potential customers?  “Ask better questions,” and “listen more constructively.”  Amazing.  These two fundamental communication skills are, perhaps, the earliest communication skills we learn.  Yet, the best take these foundational skills and execute them better. And since they excel at these two fundamentals, they naturally gain a better understanding of the “customer’s point of view.”  Equipped with that competitive advantage, they formulate creative proposals that lead them back to where they started:  bigger deals.

This should be immensely encouraging to sales people.  Unlike the promotional messages from legions of sales trainers and authors, the reality is that there are no “secrets” in sales.  Success comes not from hidden strategies and mysterious tactics, but rather from the excellent execution of the essentials.

The best sales people execute the most fundamental skills with excellence.  And, since we can all do the things the best do, we can, if we choose, strive to do them better. And, if we strive to do them better, at some point we will arrive at the same place they are: a master sales person.

In other words, there is a path to sales mastery, and we can all follow it, if we choose.

It begins with our mind-set.  We need to see ourselves as professional sales people, whose job it is to bring revenue into the company.  That sounds so simple and so basic, yet legions of sales people are loath to consider themselves sales people.  They are account executives, sales facilitators, mobile customer service representatives, etc.  Some consider themselves to be exclusively the advocates for the customer and hand out discounts and concessions to anyone and everyone.

Since they don’t see themselves as professional sales people, they don’t invest in improving their sales skills.  They don’t understand that their behavior creates a reciprocal reaction on the part of the customer. The sales person’s actions create reactions on the part of the customer. If they want more profitable actions from the customer, they need to improve their actions.

Once we have the mind-set of the professional sales person, we slowly begin to gravitate toward the opportunities and customers that hold the greatest potential.  We understand that we only have a small and limited quantity of sales time, and that we must invest it, with a cold-blooded business attitude, in those situations that will bring the greatest reward.  In short, effective time management becomes a daily obsession.

Now, since we are interacting more frequently with the highest potential customers and prospects, we focus on excelling at the most fundamental communication skill:  asking better questions and listening more constructively.  Armed with these two fundamental and powerful communication devices, we strive for continued improvement and constant development.

With this as a path, sales mastery is an achievable goal for every committed sales person.

As the best have taught us, there is a path to sales mastery, and it comes through excellent execution of the essentials.

About the Author:

Dave Kahle is one of the world’s leading sales educators. He’s written nine books, presented in 47 states and seven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations.  Sign up for his free weekly Ezine, and visit his blog.  For a limited time, receive $547 of free bonuses with the purchase of his latest book, How to Sell Anything to Anyone Anytime.

Image by insideview on Flickr, available under Creative Commons license.

Picking the Best CRM Software

Posted by Commence on May 16, 2011 under CEO Corner | Read the First Comment

What should you be looking for when selecting CRM software?  Well it depends on what is important to you, but let me offer a few tips that may help you in the selection process.  While it seems almost impossible to differentiate one CRM solution from another other than by price, all CRM systems are not alike.  The first thing you need to do is determine what problem you are trying to address.  Most CRM systems address three specific business requirements.

One Central Database of All Customer Information

First is data consolidation. This enables you to capture, track, manage and share vital customer information with the people and departments that require it to efficiently do their jobs.  Previously known as contact management, this functionality is traditionally found in even the most basic CRM systems and is fine for those companies simply looking to get away from managing their business using an Excel spreadsheet.  But what if you need more?

Drive More Business and Close More deals

The next core functionality requirement most businesses have is how to get the telephone to ring more. Most businesses need more leads and may not have a structured sales process in place to ensure that both new leads and the sales cycle are properly managed to closure.  While lower cost CRM systems offer some basic sales management and reporting, you need to consider a mid-market offering that offers the work flow processes for creating marketing campaigns that generate new leads, qualifying or scoring the leads and automating the entire sales process.

Improve Your Customer’s Buying Experience

Lastly, providing world class customer service may be the difference between earning new and recurring business and losing to your competition.  More robust CRM systems offer a customer support application that provides service representatives with access to a complete customer profile. This enables them to react immediately to customer inquiries or complaints. Higher end CRM systems may also include a customer portal that allows the customer to check the status of their order or service ticket or edit their profile right within the CRM system.  This new self-service component provides customers with a better buying experience and gives your business a leg up on the competition.

Choosing a CRM Vendor

So now that you are thinking about your specific business challenges it’s time to start short listing some CRM vendors.  Most CRM companies target a specific market based on the functionality they offer.  The most basic low cost contact management solutions tend to sell to small office or small home businesses, while mid-market CRM providers focus on companies that have greater business requirements.  Enterprise CRM solutions offer scalable platforms that can support hundreds and even thousands of employees and as such tend to focus on this market segment.  So the question you need to ask is where do you fit?

Next, I would take a look at the CRM vendor’s track record. How long have they been in business? How many customers do they have that are similar to your business and what level of customer support do they provide?

While there are dozens of CRM software providers in the industry, one of the most popular CRM systems that appeals to mid-size and small enterprises is Commence CRM.  Commence has been providing CRM software solutions to this segment for more than twenty years and has been rated one of the best CRM software programs based on its robust functionality and attractive price points. Commence CRM is a web based CRM solution that provides online real time access to data from anywhere in the world.  What is also appealing about Commence CRM is that it may be deployed as a cloud based CRM program or implemented on premise.  Commence is ideal for mid-size companies that need a robust online CRM solution at an affordable price point.  For more information about Commence CRM software, visit the company’s web site at Commence.com.

Commence CRM Gives Laser-Sharp Focus to Sales Teams With New Lead Scorer

Posted by Commence on May 5, 2011 under Press Release | Be the First to Comment

Latest Addition to Award-Winning Customer Relationship Management Software Helps Companies Increase Sales Effectiveness

TINTON FALLS, NJ–(Marketwire - April 26, 2010) –  Commence Corporation, a leading provider of Customer Relationship Management software for small to mid-size enterprises, today announced the availability of Commence Lead Scorer, the latest addition to its suite of award-winning CRM solutions. Commence’s lead scoring feature moves beyond traditional CRM programs and enables increased sales effectiveness by targeting high potential customers.

Commence Corporation’s CEO, Larry Caretsky, remarked, “Most companies rely on the expertise of their individual sales representatives to qualify opportunities, which can be inefficient and costly due to a lack of consistency. The amount of time sales teams are spending following up on poorly qualified opportunities may be costing more than most businesses might think. With the addition of our Lead Scorer, companies will receive critical sales intelligence that can support measurable results.”

The Lead Scorer is an automated business process that ranks and scores leads based on a set of pre-defined criteria. The criteria consist of a series of customizable questions that are used to automatically provide a score for each lead based on the responses entered into the system. With a standardized set of qualifiers established by sales management, the process is no longer dependent on the varying experience levels of sales representatives resulting in a high level of consistency.

Combined with Commence’s suite of fully integrated applications for sales, marketing and customer support, the Lead Scorer will give sales teams a laser-sharp focus on the most qualified sales opportunities. By including an automated drip-marketing application that is directly tied to the lead qualification system, the solution nurtures each long-term lead with periodic mailings so the sales team can spend the most time on their most qualified opportunities.

“Commence has a long history of consistently providing added value to our customers. We’re the only CRM that delivers this unique lead scoring functionality at no additional charge to users,” added Caretsky. “By relying on Commence Lead Scorer, companies will shrink their sales cycles and improve their bottom-line results.”

The Commence CRM solution, which may be deployed on-premise or on-demand as a software-as-a-service (SaaS CRM), provides a consolidated system for all customer information, as well as powerful reporting and analytics and support for remote and mobile users. More information about Commence Lead Scorer can be accessed at www.commence.com.

About Commence Corporation
Founded in 1988, Commence develops and delivers a diverse suite of award-winning CRM products that integrate people, processes and technology. Delivered via the popular software-as-a-service (SaaS) model or implemented as on premise licensed software, Commence CRM solutions are used by thousands of companies to streamline sales and customer service front-end business processes. As a result, Commence clients increase workforce productivity, generate positive customer interactions, and reduce cost. More information about Commence can be accessed at Commence.com or at 1-877-COMMENCE.

Sales Management Software a Breeze with Commence CRM

Posted by Commence on April 7, 2011 under Customer Success | Read the First Comment

Is your Sales CRM Software Hard to Use?

You’ve heard it all before, sales people fighting tooth and nail with overly complex sales management software that provides little if any value to sales representatives and results in poor utilization, inaccurate reporting and eventually shelf ware.  But don’t lose hope. One CRM sales management software provider seems to have gotten it right with an easy to use solution that sales people really like and really use.

Commence CRM Makes Leads & Sales Tracking Easy

“I would give up my left hand before giving up Commence CRM” says Nigel Park of TPS Consulting.  “The product is very easy to use.  My new leads pop up on a home page sales dashboard where I can immediately schedule a follow-up call, appointment or to do with a single click.  Once I open the lead record I can manage the lead, qualify and rate it based on what I have learned, and manage the lead process adding notes, history items, track e-mail correspondence, even documents I may have sent. ”

“Once qualified, I can convert the lead into a sales deal or sales opportunity and simply repeat the process and manage the new qualified opportunity to closure all from one screen.  The other nice thing about Commence CRM is that it allows us to enter and automate our own sales process versus being forced to follow a standard out-of-the-box program that comes with other CRM solutions.”

Commence Corporation has been providing CRM sales management software to medium size businesses and small enterprises for more than twenty years and has a customer base of several thousand users.  One of the key CRM differentiators of Commence, when comparing other sales management software providers, is the company’s expertise in sales management.  Commence has created a set of best practices for sales execution and sales management that ensure Commence customers realize the maximum value from their sales management software. Commence lists Salesforce.com and Microsoft Dynamics CRM as its main CRM competitors.

Learn more about the features and benefits of CRM software from Commence and how it can help your growing business!