Account managers (AM) and account executives (AE) are both an important part of an effective sales strategy. Simply put, AEs bring in new business and are often referred to as “hunters,” while AMs take care of existing business by “farming” the existing client for retention and additional opportunities. Both roles fall into the sales function…
The Ultimate Guide to Understanding the CRM Process
The CRM process consists of activities that grow relationships with existing customers or new prospects. CRM means nurturing and expanding customer relationships while moving prospects through the sales pipeline. CRM is a process that takes place internally within your company but directly impacts the experience of the customer. Ensure the success of your customer relationships…
Visual Voicemail: What It Is & How to Use It
Visual voicemail is the capability to read a transcript of your voice messages, which is handy for anybody who wants to save time by scanning missed messages for critical information instead of listening to the full-length recording. This ability can be helpful for companies and businesses, but also for everyday use as well. How Visual…
Free Sales Tracking Software
Whether you’re working on 10 deals at once or starting a business, sales tracking software helps you stay on top of sales numbers. If you’re still using spreadsheets to manage customers, it may be time to modernize sales operations. We’ve identified a number of free versions and trials of sales tracking software that can help…
How to Increase CRM Adoption by Your Team
Implementing a customer relationship management (CRM) tool for your business can be both exciting and challenging. While a new CRM has the potential to better manage growth and accelerate workflows, adopting new software often requires team members to learn new procedures that can upset established daily routines. In fact, according to CIO Insights, a mere…
9 Great Tips for Training a High-Performing Sales Team
Sales managers and CEOs are ultimately responsible for the success of their sales teams. Getting quality talent in place is one thing, but making sure your sales training methods give your team the tools, resources, and knowledge to effectively prospect leads and close sales is critical to building a successful sales business. 1. Create a…
Business Networking: What Is It & Tips for Success
Business networking is the act of forming relationships to improve your company—from finding clients to discovering new suppliers to meeting government officials. The key word is “relationships.” Think of networking as a passive way to form relationships slowly, not as an aggressive way to hunt for new customers. Why Should You Do Local Business Networking?…
CRM Integration: The Ultimate Guide
CRM software comes with built-in features like contact management and reporting. However, many companies still prefer to use additional specialized tools for managing processes like accounting and marketing automation. CRM integrations connect your database with these third-party applications, making it more powerful and effective by streamlining tasks and eliminating the need to toggle back and…
6 Best Video Conferencing Software
Video conferencing software has become more important than ever in today’s world, for both personal and for business purposes. It’s ideal for people to stay in contact with loved ones through video chatting, but it’s also the perfect solution for businesses with remote workers. We looked at six of the top names in video conferencing…
6 Best Softphone Apps
A softphone is software that gives users the ability to make calls, send texts, and check voicemail on a computer or mobile device via an app. These software-based phones are connected to voice-over-internet-protocol (VoIP) services that transmit calls as data over the internet instead of relying on copper wires. We looked at the best softphone…
Hosted PBX vs SIP Trunking: Which Is Better for Small Business?
A hosted private branch exchange (PBX) and session initiation protocol (SIP) trunking are two underlying technologies that make voice-over-internet-protocol (VoIP) communication possible. A hosted PBX is a top-to-bottom phone service that is handled in the cloud by a third party. SIP trunking, on the other hand, requires you to host and maintain equipment in your…
CRM Analytics: Definition & Proven Benefits
Customer relationship management (CRM) analytics offer insights into areas like sales performance and customer service to show how a business is performing. Most CRMs offer automated analytics tools that helpfully aggregate data into meaningful reports instead of trying to sort through spreadsheets of cumulative data. Benefits of CRM Analytics Tracking The customer interaction data produced…