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

The Value of CRM Part 2: Bridging Islands of Data

One of the greatest values provided by CRM is that they help to bring together islands of data that exist within each department, branch and employee within a company. This is particularly the case with modern CRM systems, many of … Read More

The Value of CRM, Part 1: Automation

When I work with a company that is trying to get the most value from its CRM system, I start with questions about which metrics they’re tracking and how, and I’d like to pose the same questions to you: Do … Read More

3 Resolutions to Get the Most Out of CRM in 2017

It’s the start of a new year, and typically a new set of goals and opportunities for industrial distributors and manufacturers. We’ve put together three resolutions you should make to get more out of your CRM system in 2017: 1. … Read More