Tag Archives: Lead Nurturing

127 Businesses Talk Sales Acceleration; The CRM System Skinny You Need to Know

CL_DePaul_Study_Powerpoint-05Part 3 of 3

Sales acceleration products and services are an application of various technologies to an organization’s existing CRM system that enhances both the effectiveness and the efficiency (velocity) of the selling process. In the third and final part of our review of the business survey conducted by the Center for Sales Leadership at DePaul University, we look into the future and examine sales organization growth, sales staff investment (training and technologies), and trends in sales acceleration technologies for the coming year.

The Depaul survey showed that of the 127 businesses who participated in the study, all expect to grow their sales organizations, on average, nearly 25% over the coming year. The most significant contributor to that growth is expected to come from inside sales, as compared to outside/field sales. Investment in salesperson training and sales technology is expected, on average, to be nearly $10,000 in sales training and $6,000 in sales technology per salesperson over the next year. Continue reading

3 Best Tips for Lead Nurturing to Get Your Sales Pit Crew Performing

 

Auto racing is a great analogy for a sales team. Many companies try to make repairs (or changes) to the sale team while they are performing daily calls. It’s akin to tuning a race car while it’s speeding down the track at 225 MPH.  Needless to say, in order to tune the car, it has to go into the pit. Unfortunately with sales teams, coming to a full stop is hardly an option.

However, when some companies come to a full stop (pit time!), they miss fine tuning the lead nurturing process. This issue is amplified at small and mid-size organizations as they don’t have enough data in lead management systems to identify and address the proper issues. A good CRM system with carefully captured conversations data adds the right tools to find and fix problems. Continue reading