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Sales and Marketing

CRM Rollout:Five Must Ask Questions

CRM Rollout:Five Must Ask Questions

December 31, 2014
The purpose of a CRM system is to foster the creation and preservation of meaningful and lasting customer relationships. CRM systems track historical customer details that will help businesses tailor solutions to fit the exact needs of a customer, and they can help employees understand how to best communicate with particular customers. Moreover, CRM systems ensure that critical customer knowledge is shared among employees, so that if one employee leaves the company, organizational knowledge does not go with that employee. CRM systems also track employee progress so that everyone is held accountable for their work. While the benefits of a CRM system are many,  the adoption of a CRM system often proves more complicated than anticipated. Obviously there are many questions an organization needs to ask before it adopts a CRM system. Every organization has different internal requirements and customer needs that must be met, so before looking [...]
Top Sales Challenges:Part 2 [Case Studies]

Top Sales Challenges:Part 2 [Case Studies]

November 21, 2014
Part 1 of this series addressed the frustrations sales reps experience when they are unaware of, or disconnected from, their organization’s strategic vision. Although many organizations share this common challenge, misalignment to strategic vision presents itself differently in every organization. In Part 2, we look at three very different organizations and the top sales challenges they face in executing sales strategy, and get a glimpse of how conceived strategy can be achieved. Case 1:Wide-spread Misalignment Strategic vision inconsistently communicated and linked to strategic initiatives When we ran a Sales 360 app on a Fortune 500 company, the resulting data revealed widespread regional gaps around the sales pursuit strategy and understanding of the same. When participants were queried on the effectiveness of strategic initiatives they had participated in, they gave an average score of 44% (12% below the benchmark score for this topic). [image src=”http://www.9lenses.com/wp-content/uploads/2014/11/Screen-Shot-2014-11-19-at-10.02.40-AM-1-1.png” alt=”graphic” float=”right”] “The cloud [...]
How to Win Enterprise Sales Negotiations

How to Win Enterprise Sales Negotiations

October 29, 2014
On a scale from rocky to rough, how smooth are your enterprise sales negotiations? When nearing the suspenseful closing phase of a large sales negotiation, tensions typically run high. Depending on your relationship with the prospect in question, you may know very little about how they operate, negotiate, and maintain relationships post-sale. Combine that with your own internal metrics of how you are compensated or incentivized (net new logos, revenue targets, pipeline velocity, win-rates etc.) and you have the perfect storm for a challenging situation. The bottom line is you will do anything it takes to “win”. I place “win” in quotation marks because it’s a common misconception that there are winners and losers in negotiations. This notion should be thrown out the window, preferably from the 40th floor or above. The goal should be to strike a deal where both parties walk away feeling good. No one likes [...]
How to Exceed Sales Targets:13 Tips from Experts

How to Exceed Sales Targets:13 Tips from Experts

October 28, 2014
“We not only have to meet sales targets, but we need to exceed them” – we have all heard this line before. No matter what the situation or tone this statement is delivered in, the result is just one thing ­­– a lot of hard work! We wanted to get down to the brass-tacks of how to go about exceeding sales targets. For this we turned to the experts, people who understand sales, who are in the “sales” industry and people who actually sell products and services. Here are some of the top crowdsourced tips for exceeding your sales targets. Here’s what John Golden, CSO, Pipeliner CRM, has to say about how to exceed sales targets:Create Value! Sales in the modern era is still about creating value. Buyers are telling us that what they truly value from a supplier or seller is not the information about products and [...]
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