When you lose a salesperson – whether through retirement or quitting – the cost can be steep. That salesperson walks away with years, and sometimes decades, of customer history. If that knowledge is not transferred to the next in line, … Read More
Author Archives: sandeep marru
Get Rid of the Islands of Data in Your Company
It’s time to automate and eliminate the Excel spreadsheets and call reports flying around your business. One of the key benefits of CRM is the ability to put all of the data you have been collecting in one spot. Unfortunately … Read More
Why You Should Track Sales-Focused KPIs
Most industrial distributors, reps and manufacturers track back-end KPIs, or key performance indicators, such as inventory turns, invoicing, average days payable and bookings. But it’s just as if not more important to track front-end KPIs to get a good view … Read More
How Do You Define a Sales Visit?
It’s time to think differently about sales visits. A salesperson may meet a prospect face-to-face. But a phone call or an email may be just as meaningful. All of these connections with a customer or prospect should be tracked in … Read More
4 Ways to Use CRM You May Not Have Considered
You already know you can use CRM to track and manage contacts, customer locations, activities and sales opportunities. But if you feel good about your company’s ability to manage these critical pieces of your sales process, expand your view of … Read More
Reactive vs. Proactive Sales Opportunity Management
Tracking opportunities adds visibility to what is coming down the pipeline – providing you with a leading indicator for your business. If you are not practicing any kind of opportunity management, start by having your team simply document opportunities as … Read More
Selltis Tips & Tricks: Duplicate Checking
There is an easy way to check if a company or contact is already created in Selltis. On each form, you’ll find an icon next to the company name and the contact last name fields that looks like multiple sheets … Read More
Business Intelligence with CRM: Dynamic Dashboards
Walter Wriston, chairman of Citicorp in the 70s and 80s said: “The person who figures out how to harness the collective genius of his or her organization is going to blow the competition away.” Our point here is simple: It … Read More
Process Before Technology: The Key to ROI from CRM
Selltis was founded on and built around the idea that process before technology is the key to getting ROI from CRM. In particular, a focus on the front end of the sales process can give your company a true competitive … Read More
Don’t Approach CRM as a Technology Project
When you decide to move forward on a new CRM system or revamping your approach to an existing system, don’t hand the lead to your IT department. Unfortunately, we see this happen a lot. As a result, rather than positioning … Read More