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The LeadG2 Blog

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CRM of the Future

Posted by Brian Hasenbauer

January 27, 2017

This morning, as I got dressed and ready for work, something got me thinking about how cool it would be if I could simply talk into a device and ask for a pipeline report to see what was being forecasted to close this month. Unless you are a sales manager, it's probably not the first thing that you think about in the morning. But as a sales and marketing consultant, I think about similar things... about ways to improve the sales process and sales management process.

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Topics: Sales, brianhasenbauer, crm

Are You Still Using Spreadsheets to Manage Your Sales Team?

Posted by Brian Hasenbauer

January 23, 2017

In my first job as an advanced financial analyst at EDS, I remember writing a business case for why we needed access to the Internet. As a financial analyst, I was responsible for making sure that my accounts and our clients followed Financial Accounting Standards Board (FASB) practices for recognizing revenues and recording expenses. Each month, I received a binder of new and updated rules and pronouncements from the FASB.  While it was nice to receive a big box in the mail at work, this system used a lot of paper and printing resources, took up a lot of storage space in my cubicle, and probably cost a fortune to mail.   

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Topics: Sales, brianhasenbauer, crm

5 Reasons Salespeople Aren’t Using CRMs Effectively

Posted by Dani Buckley

January 11, 2017

Ask any sales manager, salesperson, or business leader about CRMs and you’re likely to get mixed reviews. Most agree they are a necessary piece of technology, but that’s about all they might agree on. Managers tend to feel like they must have a CRM for proper reporting, but they've likely had a bad experience in the past due to lack of adoption by sellers. At the same time, many salespeople have had at least one poor experience with a CRM in their career. Meanwhile, a lucky few have found the key to effective and successful CRM adoption and usage.

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Topics: Sales, danibuckley, crm

Inbound Marketing Commandment #10: You Must Use a CRM

Posted by Brian Hasenbauer

December 5, 2016

 

As part of the LeadG2 series on "The 10 Commandments of Inbound Marketing," today we're looking at the ninth of The 10 Commandments of Inbound Marketing: You must use a CRM. (Tweet This)

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Topics: inbound marketing, brianhasenbauer, media, professional services, crm

12 Ways to Motivate Sales to Use CRM

Posted by Dean Moothart

September 16, 2016

It seems that just about every sales organization has implemented a CRM software to help their sales team become more productive and more efficient. In fact, Gartner estimates the CRM market will be worth $36.4B worldwide by 2017 (Source). However, according to Merkle Group, Inc, 63% of CRM implementations fail (Source). They don’t fail because it’s bad software. No, it’s usually because the sales team simply doesn’t use the software.

Salespeople can be a finicky bunch—especially experienced, successful ones. They’ve spent years refining their sales approach, and they don’t want to rock the boat. The common refrain that can be heard from conference rooms across the country is, "If it ain’t broke, why fix it?" Maybe their process "ain’t broke," but it’s rare to find a sales process that can’t be improved or enhanced in some way. Often that’s what a CRM offers—the ability to take your sales process to the next level. The challenge then becomes getting the sales team to actually use the CRM on a consistent basis. Here are a few ideas.

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Topics: Sales, media, deanmoothart, crm

Out with the Old, In with the New: What to Look for in a CRM

Posted by Dani Buckley

January 27, 2016

If you’ve ever worked in sales then you’ve likely used a CRM (short for Customer Relationship Management) or at least heard stories from colleagues and peers about what a pain in the butt their CRM was to use. Most of my professional career I’ve either had a poor experience with clunky data entry and useless reports, or worked for organizations spending big money on a CRM that was barely being used by the sales team (until there was a win to report).

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Topics: Sales, danibuckley, media, professional services, crm

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