On Fielding a Directable Sales Force
by Dave Kahle
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a conversation. “Three years ago, I was the regional vice-president of sales for my company,” he told me. “At the time, I had 56 people in my organization – nine sales managers, and the balance – outside sales people. Today, I’m still the regional VP. My sales are up and my gross margins are up. But, I…
What are the Advantages of Customer Profiling?
by CommenceCRM
Customer profiling is a strategy that looks into the characteristics of existing and potential customers to create tailored advertisements. It aims to know more about a certain target audience and…
Think Outside the Box When Selecting a CRM Solution
by CommenceCRM
Are you struggling to differentiate one CRM solution from the myriad of others? Of course you are and here is why. For the most part the majority of CRM systems…
Sales Manager Question and Answer – Collections
by Dave Kahle
Q. We’re faced with many of our customers being very slow about paying their bills. What would you suggest? A. This is one of those times where the saying, “The…
The Importance of CRM Data Cleansing
by CommenceCRM
Accurate information housed in your customer relationship management (CRM) system is important if you want to reach customers and prospects at the right time, using the right channel. However, studies…
Customer Awareness: The First Step In Any CRM Process
by CommenceCRM
Customer relationship management (CRM) software is a powerful tool for understanding your customers and improving interactions with them, but only if you know how to use the CRM to its…
Improving Customer Segmentation With Machine Learning
by CommenceCRM
Successful marketing is defined as offering the “right product to the right person at the right time”. In order to actually market to customers successfully, it’s important to sort them…
How Bad Data Can Negatively Influence Your Decision Making Process
by CommenceCRM
Data is one of the most valuable resources any business could have, whether it’s for your marketing or sales teams. However, data is only useful when it is of high…
Sales Leader’s Question: When to terminate?
by Dave Kahle
Question: Our business has been struggling for the last year or so. Several of my salespeople are just not producing. I’m not sure I can continue to work with them. …
How CRM Helps Manufacturing Businesses Accelerate Their Marketing and Sales
by CommenceCRM
As a manufacturer, it can be tempting to ignore your need for customer relationship management software (CRM). After all, your focus is mostly on your supply chain, production, and distribution….
Improve Your Sales Outcomes by Using CRM Predictive Analytics
by CommenceCRM
Organizations typically utilize multiple sales tech software to bring in more customers. However, having more of these tools doesn’t necessarily equate to more products sold. Sometimes, the only thing that…
How a Well-Managed CRM Becomes a Supply Chain Manager’s Key to Success
by CommenceCRM
From procurement to logistics to distribution, it seems as though supply chain management (SCM) is separated entirely from customer interactions. In reality, customer-driven demand is what propels supply chain operations…