The Importance of Lead Handoff to Sales Conversion Rates

We are big fans of team selling at Selltis; our CRM system is designed to integrate data from every department. One area where industrial sales organizations sometimes struggle is transferring marketing analytics to the sales team so that they can … Read More

Why ERP Integration is the CRM Holy Grail

One of the most powerful aspects of a CRM system is how it bridges information gaps between your inside sales, outside sales and service teams by serving as a central information hub. This allows you to improve customer service; note … Read More

Why the Cloud Has Earned the Trust of Businesses

Cloud technology provides many benefits, which is why providers of CRM and other technology platforms are increasingly cloud-based. Cloud technology (like that used by Selltis) allows teams to access data anywhere, anytime, which is critical in today’s age of information. … Read More

Why Sales is Positioned to Benefit from Automation

Sixty percent of all occupations have at least 30 percent of activities that could be automated through current technologies, according to McKinsey’s 2017 report on the impact of automation on the workforce. While the report found that only 5 percent of … Read More

5 Metrics to Help You Track and Prioritize Accounts

Don’t guess. Use real data, mined from your CRM system, to segment leads and existing customers to prioritize accounts that have the most potential for growth. In our work with industrial and technical manufacturers and distributors, we’ve identified five metrics … Read More

Study: Inconsistent Experiences ‘Frustrate’ Customers

IBM released the results of its 2017 Customer Experience Index (CEI) survey this week. According to the study, the average company has “significant room for improvement in terms of satisfying customer expectations.” For the 500+ brands that were involved in … Read More

5 Signs You May Not Be Ready for a New CRM System

While distributors and manufacturers are increasingly embracing CRM, many are still failing to realize returns on their investments. CRM systems require a well-informed, systematic approach and, in many cases, a cultural shift. Here are five signs your company may not … Read More

Reduce Sales-Marketing Conflict with the Right CRM

Increasingly, CRM systems are being tied into overall business systems. Some can also be integrated with a company’s marketing automation software to link marketing efforts more closely with sales efforts. In a world where sales and marketing often disagree, or … Read More

How to Leverage CRM to Improve Product Mix

Which of your products are purchased again and again? Which are usually purchased only once? Does that vary by customer segment? Which products have resulted in the most returns, complaints and service calls? The answers to questions like these can … Read More

3 Reasons You Shouldn’t Base Forecasts on Your Sales Pipeline

Many companies base sales forecasts on their sales pipeline numbers (usually measured by open quote dollars). But this metric isn’t ideal for forecasting sales, for at least three reasons. Why the pipeline metric is impractical for sales forecasting The pipeline numbers … Read More