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

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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

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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

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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

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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

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How You Can Use CRM to Set and Track Proactive Sales Goals

We’ve been working with goals in Selltis for many years. Frequently we find as we work with new customers that goal management is not one of the reasons for investing in CRM, and we are always a little surprised by … Read More

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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

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Year-End Reflections – Common Themes on Using CRM to Achieve Growth Goals

As another year comes to an end, it’s a good time to reflect on a number of themes I’ve been hearing when talking to industrial manufacturers and distributors. Some of these conversations happened during webinars, others during in-person meetings, and … Read More

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Selltis Tips and Tricks: Adding to Your Desktop Panel

To add to the Desktop Panel, follow these directions: Click on the protractor icon: This will bring you to Personal Options>Desktop Nodes: To add a new Node to the list, click Insert to add it to the top and Append … Read More

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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

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