Category Archives: Customer Relationship Management

June 30th, 2015

Sales Forecasting Techniques – The 5 Things That Matter Most!

sales-forecasting

5 Sales Forecasting Techniques to Improve

The key to improving the accuracy in sales forecasting rests with knowing what you need to measure to find out what you want to know. With today’s technology and the near ubiquity of Customer Relationship Management (CRM) systems, it’s more important than ever to give forethought into how you construct your sales forecasts. Otherwise, the data that you get from your time and technology investment may not be what you need to make the right decisions or achieve a real difference in results.

Here are five things that matter most in sales forecasting:

Don’t bother with CRM if you don’t have a sales process. Without an effective sales process in place, how can you trust your CRM technology to provide relevant insights into where deals are stalled or progressing in your pipeline? How can you begin to measure verifiable outcomes and assess the performance (or coaching needs) of your sales force? How will you recognize leading indicators of customer engagement and gain greater confidence in forecasts? There’s an old saying: If you don’t know where you’re going, any road will take you there. Without a sales process, the metrics you pull from your CRM will often be just numbers. Forecast with metrics that matter. Many sales forecasts are built on probability analysis using weighted metrics. The scenario might go something like this: My historical win rate for opportunities in Stage Two of » Continue Reading.

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June 24th, 2015

2 Essential Elements for Building Client Relationships

building-client-relasionships

2 Essential Elements for Building Client Relationships

It’s not rocket science. There is no app. No magic tricks are needed. When it comes to building client relationships, the most fundamental aspect is who you are.

Too many sales professionals confuse client relationships with Customer Relationship Management. The first is a human endeavor — person to person — while the second, known as CRM, is basically a software system that automates the collection of data related to customers and sales opportunities. Think of the two as cause and effect; you have to build a relationship with your clients in order to have data about it to organize and analyze.

Before you can add insights and value to the process of working together — and before you can even win the deal — you have to win over your client. Here are two essential elements that are foundational for making that connection and building client relationships.

1) Be authentic

When I began my career in selling, for Xerox, many years ago, I approached working with my clients as authentically as possible. What I mean by authenticity is being reliable, dependable, and genuine. If you are not “real” with your customers, and you don’t sincerely care about them, they get that message right away. You just can’t fake being authentic.

You relay your authenticity by talking with clients naturally, looking for common bonds and interests, and being friendly. Conversations should be, well, conversational » Continue Reading.

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