Sales Emails Are Not Marketing Emails

Sales emails and marketing emails are different types of emails with different goals and different requirements for success. Your marketing emails –or newsletters—are opt-in emails.  Your recipients have somehow chosen to be on your list.  When your recipients receive these emails, they know they’re one of many people all receiving [...]

Why Realtors Use CRMs

Every successful realtor knows that taking care of customers and building lasting relationships is the key to enduring success. In fact, the National Association of Realtors recently reported that, on average, 42% of new buyers at a real estate agency will come from referrals. But a major real estate industry [...]

Why You Should Qualify Your Leads

Not all leads are created equal. The quicker you recognize which leads have value and which don’t, the more efficient and productive your sales process will be. Qualifying is the short questioning process that lets you determine whether a lead represents an actual opportunity to become a customer. For example, [...]

Working Backward From Your Sales Close

If there’s no close, there’s no sale. So why does the close often not get planned in the sales process? One large reason is often psychological. If you don’t have a time where you ask for the sale, you can always avoid a hard ‘no’ and cling to the possibility—however [...]

Why Do Small Businesses Use CRMs?

CRM –or customer relationship management—software is among the fastest growing categories of business software—especially among small businesses. So, what do small businesses use their CRMs for? For lots of important things. For improving sales processes; for automating marketing; for taking better care of existing customers and selling more to those [...]

That’s Not Right! Common CRM Misconceptions

CRM software is one of the most valuable tools out there for accelerating the growth of your business.  Unfortunately, too many businesses don't take advantage of CRMs because of some commonly held--but erroneous--assumptions about CRM. So, let's take a look at 5 of the most common misbeliefs that get in [...]

The Incredible Value of Business Mentors

Behind almost every successful entrepreneur is a business mentor who provided wisdom and insight. January is National Mentoring Month, so now is a wonderful time to think about finding a business mentor to help guide you through your daily decisions. Source: It’s easier to find business mentors [...]

75 Remarkable Sales Enablement Statistics

Sales enablement is more than another buzzword to use at work. It is a critical component of revenue generation for the modern business of any size. Scott Albro over at TOPO describes it like this: “Sales enablement is the process of providing the sales organization with the information, content, and [...]

17 Small Business Awards Your Business Can Pursue

Small business awards are a great way to drive interest in your business and generate excitement and motivation at the same time. The free publicity that comes from winning, along with an accompanying boost in credibility, creates a marketing advantage that any small business can benefit from. You’re never too [...]

Using Your CRM for SEO

You use your CRM for client development and service.  But did you know you can leverage your CRM to improve your search engine optimization (SEO) strategy? It's true. Your CRM software provides a lot of very useful information about your prospects and customers and their needs that can help you shape [...]