Posts

Buyer readiness stages; how to make your content work harder

  The probability of closing a marketing lead is 46% higher for companies that let their marketers change their CRM to use customised stages, and another 28% improvement if those renamed stages are buyer-readiness stages not seller-activity stages But only 24% of marketers make this change. Why? Do you like your sales process to much? Seriously, it’s […]

How to find contact details for your ideal target market

I want leads, I want their names, and I want it now. There’s a strategic piece to this and a tactical piece to this. I’m going to show you today some of our favourite tactics for finding the right names and the right buyers. But along the way I am going to argue very strongly […]

Why you should align your CRM stage names to the Buyers’ Journey

    If the probability of closing a marketing lead is 28% higher for companies that let their marketers change their CRM stages, and 88% higher if those new stages are buyer stages not seller stages, why do only 24% of marketers make this change?   In this blog, Hugh explains the Buyer’s Journey – […]

Is your CRM System a Sales Prevention System?

Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet simply implementing CRM – just like just running a sales training course – offers no “magic wand” for improving sales performance. In fact the energies expended on them are often wasted. Time after time, we […]

Maximising CRM investment to drive productivity and return

(Too) Many sales organisations undertake a CRM strategy and associated hefty investment, and then when the software vendors come on site to undertake their (too) often “generic customisation”, the purchasing sales organisation is jolted into a process that forces them to retro-think about the functionality and the process support that can be derived from their […]

Hugh Macfarlane to present keynote at CRM Acceleration

February 21st, Melbourne, VIC, AU – align.me CEO & Founder, Hugh Macfarlane, has accepted an invitation from Sugar CRM to provide a keynote presentation at CRM Acceleration in Sydney and Melbourne this March. Hugh’s keynote will address ‘How to Make Your Funnel Flow Faster with SugarCRM.’ SugarCRM provides open source CRM software used by over […]

Why you need to protect existing client relationships

Eddie Smith, Founder of Sales Schematics Australia, writes… Increase your business with existing accounts Many companies make the mistake of concentrating too hard on winning new business instead of cultivating additional business with their existing clients. The matrix below explains the notion that selling existing products and services into existing relationships is the easiest sale to […]

Don’t ask sales people to record Salesforce history

We all know of the power of a good CRM, chock-full of history about every interaction your business has had with any contact, account or opportunity. Your marketing automation system probably plugs in beautifully to your CRM so that the buyer actions and your automated responses are all recorded. Marketing nirvana? Maybe not. Half of […]