70% of CEOs are dissatisfied with how marketing and sales are working together. Speculating about the cause is fun, but trying to fix it is a better use of our time and the focus of this post. The notable differences between what’s expected from a B2B sales and a B2B marketing department are pretty straightforward. Sales […]
Most CRM systems are structured from the seller’s perspective. They include milestones like “first meeting” or “proposal delivered.” While those are useful metrics for management to forecast pipeline revenue, they’re not particularly useful metrics for your sales reps, or more importantly for your customers. Here’s an example of where critical information slips through the cracks: […]
There are multiple stakeholders who need to get value from your CRM system. First, management needs visibility into the sales pipeline. Next, sales teams need to know how close their buyer is to making a purchase, and what they can do to get prospects to the finish line. Third, marketing needs a way to understand […]
People talk about “getting on a new CRM” to solve the problem of disorganized or dysfunctional sales efforts. There is a common lack of awareness that when you’re buying a Customer Relationship Management tool, you’re usually not buying a sales process or methodology along with it. I would argue that’s the primary reason CRM implementations […]
