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JDR Group's 'Digital Prosperity' Blog

Why CRM Fails, And Why The Technology Alone Is Not The Answer

Posted by Will Williamson on 10-Mar-2016 10:17:00


The importance of customer relations is growing as the business world progressively moves forward. The construction and maintenance of long-term relationships with your customers are of growing importance as consumers are more educated, and competition becomes increasingly stringent. Having a customer-relationship management (CRM) system is vitally important in saving both time and money, as well as increasing sales revenue and the continuity of your business, is the aim of your efforts. Simply installing and initiating CRM software is not going to be enough to successfully increase sales revenue. It has been proven that the successful implementation and execution of CRM software is not merely an IT or software issues, but entails a much broader spectrum of input and consent to make the running of the system a complete success. Let us have a look at some of the main reasons why CRM systems fail:

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Topics: Marketing Automation, Marketing Strategy, Inbound Sales

Why Sales People Fail: The Pitfall and Perils of Hiring New Sales People

Posted by Will Williamson on 04-Mar-2016 11:25:00

Some say that great sales people are born while others debate that they are made. No matter which side of the fence you sit on in this debate, it has become clear through experience that without a great support structure there would be no great salesperson. A great sales person is one that carries him/herself with a large degree of self-confidence, is not afraid to socialise and interact with people and is assertive, resilient as well as credible and purposely target-driven.

Sales people of this calibre tend to stay with their chosen company for years on end, they have found their fit so why would they want to leave. Taking on new sales staff that have the promise and potential to significantly bolster your sales revenue, and create and manage successful customer relationships which ensure your business’s long-term sustainability, have to be supported by the company. This includes the management of the business and sales processes. As we move forward, we will be looking at some of the common pitfalls that shed some bad light when it comes to the hiring and retention of new sales personnel.

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Topics: Marketing Strategy, B2B Marketing, Inbound Sales

How to Achieve Sales and Marketing Alignment to Help Reach Your Goals

Posted by Leanne Mordue on 26-Nov-2015 09:55:00

Sales and marketing have traditionally been dealt with by different departments in most businesses. A marketing team would attempt to source leads and then send these over to the sales team to follow them up – and that was that. Frequently, and unfortunately, there is very little cooperation and understanding between the two teams.

From the perspective of business development this setup doesn’t work very well. It is like having two hands serving the same body but not knowing what the other is doing. It is far more effective to achieve sales and marketing alignment and have the two teams work closely together.

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Topics: Marketing Strategy, B2B Marketing, Inbound Sales

Which CRM Should I Use For My Business?

Posted by Will Williamson on 31-Oct-2015 11:59:00

A customer relationship management (CRM) system is a highly useful marketing tool. When used properly, it can help you streamline your relationships with your customers, help plan your marketing and sales strategy and improve your businesses profitability. As a business looking to make the most out of your customer relationships, a CRM can be your best friend, helping you to target your business development efforts more effectively. Some systems come with additional functionality, allowing you to manage your workforce, suppliers and customer service functions, all from the same software package. The choice is extensive: whatever functionality you need, chances are that there is a CRM package out there which covers it. And if not, there are plenty of reputable software houses who specialise in building bespoke CRM systems.

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Topics: Marketing Automation, Inbound Marketing, Inbound Sales

How To Qualify Leads And Enquiries & Avoid Wasting Time On The Wrong Prospects

Posted by Will Williamson on 26-Oct-2015 10:36:37

Time, as the old cliché goes, is your most valuable asset. And while it is easy to think that every sales lead or enquiry should be treated like gold dust, the truth is that there are some leads and enquiries which are more deserving of your time than others. 

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Topics: Marketing Automation, Marketing Strategy, Inbound Marketing, B2B Marketing, Inbound Sales

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