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 […]

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 […]