Sales CRM Blog
Product Insights from Pipeliner CRM
For any company involved with sales, account management is crucial and requires a vastly different skillset and toolset than winning new sales.
As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation. This article is about how to handle leads as they’re coming in, and the basics of establishing your lead management.
Let’s take a look at the crucial role that CRM is playing in this transformation, and why Automatizer is, for the future, the core of our CRM product.
Automatizer is our new, groundbreaking feature within Pipeliner CRM. It has a broad positive impact on business, today and into the future.
For well over 4 years now, Sales POP! has brought our readers and viewers the best in sales, marketing, leadership, and motivational thought leadership content from around the world.
In order to leverage the wonderful interconnectedness that social media and professional networks provide, salespeople need to get heard above the noise. Salesperson 2.0 has added marketing skills to their arsenal to communicate in a concise fashion, distilling down to only those pieces of information that add value, provide insight, and attract the attention of their buyer. This gives Salesperson 2.0 a competitive advantage in a socially powered buying environment.
On a recent podcast, I was discussing digital processes with a guest and we agreed that while most companies had acknowledged the need to optimize and digitize many of their core processes, most had not gotten around to actually doing it. The reality is when things are going well most people felt they could live with a little inefficiency and some manual processes without too much impact.
There is no doubt that Sales is becoming more complicated due to the ever-expanding networks that prospects and clients are part of. The advantage is that Salespeople can search these network connections as many of them are digitally available (LinkedIn, Alumni websites, etc) and discover the kind of six degrees of separation that would have been virtually impossible in the old analog world.
Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which add up to happy customers. Account management is most precisely conducted through CRM.
CRM Administration has become its own cottage industry over the years – with expensive certifications and all-powerful administrators demanding large salaries and often even support staff. This has somewhat taken control over the CRM away from those working in the business everyday, (i.e. sales managers and other sales support staff).