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
Author Archives: Niranjan Kumar
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
CRM Functionality: Calendar Management
Many companies manage calendars in individual Outlook accounts, but in a CRM system, you can do group calendaring with your team internally, as well as with external partners such as manufacturers, product specialists and others. That visibility is valuable. For … Read More
5 Questions to Ask to Qualify Sales Opportunities
Proactive sales opportunity management is one area where CRM can help you grow sales with existing customers, as well as with new ones. But not every opportunity is worth pushing forward in the pipeline. Have your salespeople ask these five … Read More
CRM Functionality: Sales Opportunity Management
Opportunity management is the entire front end of the sales process. An opportunity comes after you qualify a lead. Effective opportunity management adds visibility to what’s coming down the pipeline. Your CRM system allows you to automate this process. If … Read More