Building a prospecting table on Excel enables one to define their objectives, the information needed, and the commercial actions necessary to achieve such objectives. A prospecting table also helps prioritise leads and prospects. For all of these reasons, this tool is essential. However, its construction and follow-up may be time-consuming. Using software and tools overcoming the limitations of Excel may help make the process all the more efficient. What is a prospecting table? The information on a prospecting table A prospecting table is a file centralising all the information and contact ..read more

Have you sent out many follow up or prospecting emails and still haven’t received any reply? Whether it be your prospect’s spam folder, a prospect or their lack of time to read your messages, there may be many reasons for this. Following up is often an essential step in the commercial prospecting process. However, in order to be effective, your follow-up email must be relevant and arouse your prospect’s curiosity! In this article, we’ve collected five essential tips for writing an effective follow-up email, helping you secure your future deals. Follow our tips today to boost your new business ..read more

If you’re looking for tools to improve your business performance, sales reporting is one way to go. A sales reporting tool allows you to collect, analyze and present your company’s data in order to obtain valuable information for making informed decisions. In this article, we’ll take a look at the five most effective reporting tools on the market, and their respective benefits to help you choose the one that’s right for your business. What is a sales reporting tool? For sales jobs, it’s essential that you have accurate information about sales, leads, opportunities and your team’s performance ..read more

When it comes to moving on from excel and modernizing your sales process, many businesses opt for lead management software over CRM. Its ability to focus solely on managing leads is appealing in a sea of CRM systems that overcomplicated the process. As the demand for lead management software increases, so does the choice. In what was initially a relatively small market there is now a plethora of options. That’s why choosing the best lead management software isn’t a straightforward decision. The purpose of this guide is to help you choose with these six tips on how to find the&n ..read more

Reaching the point in a company’s lifecycle where it requires software to help sales teams is a sign of progression. The indicators point to healthy growth and an increasing number of leads entering the pipeline. When businesses decide to implement a system – usually because Excel has outgrown their lead management – they tend to look in one place: a CRM system. Businesses explore the CRM route because all the signifiers point in that direction. Google searches, advertising and marketing campaigns — they all indicate that a CRM is the best fit. Major CRM companies also spend time an ..read more

Before deciding what is the best CRM for a small business, first you need to determine if it’s really necessary. As such, SMBs should ask important questions about their setup to understand if a CRM fits day-to-day business requirements. You Don’t Need a CRM One of the primary questions centers around how many customers an SMB may have. If it’s in the thousands, the best CRM for a small business is one that can manage such a large number. Try to avoid in-house development and go with an open-source product like SugarCRM or Odoo, or even a SaaS service like Salesforce. SaaS tends to be more co ..read more

Discover the best sales team management software with our tips… The role of a salesperson shouldn’t be underestimated. From time to time, it does feel like they aren’t appreciated, however. Which doesn’t add up when you think about it. Salespeople are the heartbeat of companies, bridging the gap between customer needs and the product or service a company sells. It’s fair to say the load on their plate is large. That’s why anything designed to make reps better and more efficient at their job is most welcome – especially when focusing on the team as a whole. Effective software to support s ..read more

Having a process is a key part of a successful sales operation and can increase turnover of large companies by as much as 18 percent. Those numbers aren’t to be sniffed at. If your turnover is $50m per year, an 18 percent increase brings you up to $90m. The impact on smaller companies can be even greater, as the margins are usually even finer. First, you need to define a clear sales process. Once that is done, you need sales software that is easily customizable in order to stick to the process created. You can also see where your leads stand. It’s time to look for a system that offe ..read more

1/ Sales Software Should Manage Prospects Not Customers Sales teams need a tool to manage prospects, not customers Since its inception, CRM software has been designed for companies with thousands of customers. The software was thought of as a way to manipulate structured databases that you can segment and use to help build statistics. Helping salespeople acquire new clients was never a key feature for CRM software. Yet, it’s still the most-used tool by sales teams. Takeaway: CRM isn’t designed for progressing sales 2/ Salespeople Want to Close Deals Salespeople don’t build statistics or segmen ..read more

Acquiring prospects takes time and effort. Pulling together a large list of contacts for your sales team to turn into viable leads is no easy feat. Once you have your list, the next step is to prioritize these prospects by managing the interested parties. It sounds straightforward, doesn’t it? But this is the stage where many companies go wrong. There’s a significant difference between a cold ‘prospect’ and a warm ‘lead’ – and it’s important to differentiate between the two. Especially if you want to solidify your sales process. In layman’s terms, a prospect is a poten ..read more