CRM Hidden Costs

The Hidden Cost of CRM (or What Happens When You Manage Your Sales Process on Word Docs and Spreadsheets)

CRM Hidden Costs

Here’s how we discovered that the CRM we were using at a large software company was costing us over $400,000 a year in lost time.

Back in 2010, I had one of the worst experiences of my entire sales career:

It was 4 o’clock in the morning, and we were still working on the top floor of our company’s office building.

It was the end of Q3, and we should have been out celebrating. Instead we were stuck in the office, working ourselves to death as we pored over spreadsheet after spreadsheet.

I looked around the room:

15 Regional VPs of Sales (including myself), the VP of Finance, and the Sales Operations Manager from our company at all had the same worn-out look on their faces.

We were completely beat. And we still hadn’t finished consolidating the data we needed for the next day’s forecast session.

It was a nightmare. And it was far from over.

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The Definitive Guide to an Effective Sales Process

There’s no doubt:

The right sales process can make the difference between a sales team that’s shattering its goals vs. one struggling to hit quota.

That’s why we scoured the internet for you to find the best sales process information out there and created:

Sales Process: The Definitive Guide to a Higher Win Rate

This is the go-to resource for anyone looking to build, improve, or transform their sales process.

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70 Top Sales Pros Reveal Their Most Impactful Sales Advice Ever

Let’s be honest:

There’s nothing like the feeling of flying high after closing a massive deal.

But if you’re like most salespeople out there, you’ll also face times where every lead you touch feels colder than a Siberian winter (brrr!).

However, there are sales pros out there who are absolutely shattering their sales goals.

So to find out what keeps them going, I got in touch with 70 of these experts and asked each one:

What’s the single best piece of sales advice you’ve ever received or shared?

Let me tell you, the responses I received were nothing short of amazing.

So whether you’re looking for instantly actionable tips or career-altering advice, here are all 70 of their responses – in their own words:

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Top Sales Tools 2015

iSEEit Selected As a Top Sales Tool for the 2nd Year in a Row

Top Sales Tools 2015We are so happy to announce that iSEEit has just been selected as one of Smart Selling Tool’s Top Sales Tools of the Year for the second year in a row.

Every year, Smart Selling Tools scans the market for the best sales tools that help salespeople shatter their sales goals and close more deals.

Nancy Nardin, President of Smart Selling Tools, personally tests and approves each app that makes the list.

Here’s what Nancy had to say about iSEEit:

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Top 100 Most Innovative Sales Bloggers Badge

The Top 100 Most Innovative Sales Bloggers (That Will Help You Shatter Your Sales Goals)

Top 100 Most Innovative Sales Bloggers

If you’ve come looking for the most practical, insightful and educational sales bloggers, you’ve come to the right place. Here are the 100 best sales bloggers online today.

As you can imagine, there’s no shortage of high-quality sales blogs on the web. But we decided to take the absolute best of the best and present them to you in one definitive list.

Whether you’re a first-year sales rep or the CEO of a Fortune 100 company, these bloggers give you the tools, tips and techniques you need to go out there and shatter your sales goals.

So without further ado, here’s our list of The Top 100 Most Innovative Sales Bloggers:

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Now You Can Enrich Your Contacts Directly From iSEEit

If you’re in sales, then you know how important to stay in the flow while your driving your deals, right?

And yet many times it’s the little things that end up derailing us from our most important tasks. Things like having to find and upload a contact picture or company logo. Or searching Google to find a LinkedIn profile or Twitter account.

So to help with that, we’ve just added a built-in Contact Enricher to iSEEit’s Contacts module. So now populating your contact’s information is quicker and easier than ever.

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Hitting a record close rate

How to Hit a Record Close Rate – The Anatomy of a Perfect Deal

Hitting a record close rate

In past posts I’ve asked myself:

What is it that separates the most successful sales reps from the rest? How is it that some reps can maintain a close rate of 95%, while others are grasping at straws?

And though there have been many takeaways, I feel that one of the most important is that great sales reps think not only about how to win a deal, they master the plan not to lose it.
(Click to Tweet)

In other words, successful salespeople know how to stay in charge and in control of all the people, tasks and information that go into every opportunity. No matter how large the deal or how long the sales cycle.

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forecast

How One Simple Tool Can Change the Way You Forecast (In Just 3 Minutes)

forecast

Accurate forecasting is really the high art of sales. It’s a mystery that few salespeople ever master.

And although there are a few elite reps out there that can deliver shockingly accurate forecasts based solely on their ‘gut feeling,’ the majority of salespeople struggle to forecast correctly.

So, how can you know whether a deal is going to close or not? And how can you make sure you take the right steps to drive it to closure?

In the 20 years I’ve been in sales, I’ve had the chance to learn from some of the best managers and executives in the business. And they’ve taught me that there are certain elements that are common to just about every successful deal.

By having these elements in place, I was able to close more deals at higher values, within a predictable timeframe. Needless to say, my quota achievement and commissions went through the roof.

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hiring the right salesperson

10 Common Sales Hiring Mistakes – How to Hire the Right Salesperson

hiring the right salesperson

Last week, I wrote about the worst hiring experience I ever had, and how it ended up costing my company $4 million in lost revenue – the equivalent of a luxury penthouse (read it here if you haven’t already).

It was an expensive learning experience. But since then, I’ve uncovered a few things about what NOT to do when hiring a new sales rep.

Here are 10 common hiring mistakes I made as a sales manager – as well as how to fix them and hire the right kind of salesperson.

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bad hire

How A Single Bad Hire Cost Me a Luxury Penthouse

bad hire

Here’s a quick story about the worst hiring decision I ever made.

I was working as a sales manager at a large software company at the time. We were looking to grow and had just done a headcount. Senior management said it was time to bring another sales rep on board.

We contacted headhunters, vetted the shortlist, and interviewed the candidates. All told, it took my colleagues and me six months before we finally found someone that seemed to fit.

Even at this point, some of my colleagues had misgivings about this guy. But we were already halfway through the year and a man short. I could see I was barely going to make quota as it was. And my boss was all over me to get someone on board – fast.

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