Your First 90 Days as a Sales Manager

BY Jeff Propp – Head of Revenue
September 17, 2018
90-Days-Sales-Manager

So you are the new Sales Manager, congratulations! While you may have thought getting the right company to give you the job offer was a challenge, you still have work ahead of you. The good news is that with a little pre-planning you will do great and can easily go on to become successful in your field. It’s all about having a plan and knowing what to do in those first 90 days.

The first 90 days in your new sales management role will help lay the foundation for things to come. Go in looking weak to your team and they may always see you as that way. Come on too strong and you may create bad blood from the start. It’s important to enter the position with an open mind and a steady hand. As in other areas of life, first impressions go a long way.

Here are some tips to keep in mind for helping you to get through the first 90 days as a sales manager

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The 8 secrets to CRM adoption success

BY Reg Robazza - Director, Customer Support & Information Services
September 12, 2018

A CRM implementation isn’t coin-operated...

A CRM implementation isn’t coin-operated.

Achieving a successful CRM ROI instead takes focus. It’s about planning, getting your technology and people working together. And there are many moving parts that can impact your total cost.

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How to Improve your Sales Processes with the Right CRM Strategy

BY Jeff Propp – Head of Revenue
August 23, 2018

How to Improve your Sales Processes with the right CRM Strategy

As an organization, your sales team depend on the right data points at the right time to win over prospects. And sales team leaders depend on that information to predict and plan.

But sales processes often struggle to keep pace with evolving customer expectations. Outdated data collection methods keep information siloed -- making it difficult to achieve personalization, clarity and consistency.

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The Fundamental Steps to Ensuring Rock-Solid Client Data Security with Financial CRM

BY Niall Auburn, Marketing Specialist - CRM Wealth Manager
July 4, 2018

The fundamental steps to ensuring rock-solid client data security with Financial CRM

In Financial Services, many companies prefer to keep client information locked tight in-house to guarantee complete protection. This legacy thinking is with significant justification. Those who let personally identifiable client data slip face massive loss of reputation, loss of clients, plus punitive fines and lawsuits.

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The Top 3 Areas You Need To Invest In To Empower Your Sales Managers

BY Monika Götzmann - Guest Blogger
June 27, 2018

New Maximizer--QuoteWerks Integration Makes for a Kickass Sales Experience

In many sales organisations, a few top performers tend to totally crush their numbers. While others struggle just to hit quota.

To boost overall performance, companies invest heavily in sales enablement -- tools and training designed to help each salesperson up their game. However, according to conclusions  from CSO Insights, the research arm of sales and service solutions provider Miller Heiman Group, many companies may not be targeting their enablement spend effectively.

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Are you Suffering From a Sales and Marketing Disconnect?

BY Alison Smith - Head of Marketing EMEA
June 21, 2018

New Maximizer--QuoteWerks Integration Makes for a Kickass Sales Experience

In the UK, Maximizer is a proud sponsor of a series of prominent regional business expos and at the most recent one – on our doorstep here in Berkshire – I had the pleasure of holding a free workshop for delegates alongside my colleague Diego Lunardi, our Head of Sales.

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Building Ideal Buyer Personas

BY Alison Smith - Head of Marketing EMEA
October 5, 2017

Building Ideal Buyer PersonasYou have identified your key target markets or customer groups through segmentation and your most profitable customers using CLV, you are now ideally placed to take the next step and define profiles or buyer personas.

These are fictional, generalised representations of your ideal customers, which can be used across all functions of your business, to help you attract and relate to your customers as real people rather than just numbers. The creation of personas was, at one time, only practiced by large corporates; however, as competition grows, it’s increasingly important to have targeted, relevant communications.

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Take the Guesswork out of your Strategy

BY Diego Lunardi, Head Of Business Development - EMEA
September 28, 2017

Take the Guesswork out of your StrategyYou are in business to make a profit. Can you reliably tell which customers are helping fulfil that goal? You have probably identified the customers that interact with you most frequently, but does their frequency realistically mean they will bring you profit?

The reality is that not all customers are created equal; in fact, some require such significant support that they can rapidly eat into your profitability or even generate a loss.

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5 Reasons Why Attending An Event Moves You From Credible To Incredible

BY Amanda Stockhill - Content Specialist EMEA
September 14, 2017

5 Reasons Why Attending An Event Moves You From Credible To Incredible“Everything I have ever learnt in life I learnt from social media” said nobody, ever. Whilst we live in connected, information rich times, there is only so much you can learn from reading blogs and white papers. Interaction, the pooling of experience and ideas: that’s where motivation, inspiration and innovation can be helped to grow.

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Catch and keep prospects

BY Alison Smith - Head of Marketing EMEA
August 31, 2017

Catch and keep prospectsGrowing competition has forced businesses to become more and more creative in their attempts to capture the imagination of the buying audience. As imaginative as sales tactics are, they have revolved around one very simple principle: a strong promotional sales message with the aim of a prospect talking to a salesperson leading to a purchase.

Yet in recent times, the sales model has undergone a radical change. Customers have access to multiple sources of information to conduct their own research before they buy, rather than the traditional route of seeking advice from a brand’s sales team.

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Maximizer CRM 2017 is here!

BY Peter Nielsen, Manager of Products
October 25, 2016

Maximizer CRM 2017

Drum roll please – launch day is here and the product team is super excited (and a bit relieved) to share Maximizer CRM 2017 with folks across the globe.

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How to improve your performance with one simple zap!

BY Shane Cottreau - Product Manager
August 11, 2016

Maximizer Connect for use with ZapierThe concept of integrations for making life easier and simpler has been around for a long time. One of the early integrations I found really useful was the remote control for the television. The ability to use a device to control how the TV operated without leaving the comfort of my couch was mind blowing.

At the time, the integration was very basic - it only had four buttons, one each for moving the channel up/down, one for volume and another for power. Simple, but mind blowing. Another integration that changed my life was the garage door opener. This wonderful device opens and closes the garage door with the click of a button, saving me from going out in the cold Canadian winter to fight with a frozen door. Instead, from the comfort of my Mom’s warm car, I got to press a little button, watch the door magically rise, and off we’d go to hockey practice at 4 am.

As simple as these integrations are, they were revolutionary at the time. Now, they are part of our day to day lives. We’ve come to trust their dependability and consistency.

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Dial up the discipline when markets are down

BY John Easton, Director of Wealth Management
July 27, 2016

dial_up_the_discipline

It’s inevitable: what goes up must come down. But how do you keep investors from panicking when markets head south? Turns out a little discipline in your communication strategy can go a long way during times of market frenzy, according to our source.

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Can transparency attract investors to you?

BY John Easton, Director of Wealth Management
July 20, 2016

can_transparency_attract_investors_to_you

Under Phase 3 of CRM2 requirements, clear disclosure of fees and performance are mandatory. But transparency positioning can also help financial advisors attract and retain clients. Can you ramp up your communications practices to be more attractive to investors?

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7 Steps to Supercharge your Sales Process

BY Diego Lunardi, Head Of Business Development - EMEA
June 28, 2016

Supercharge your Sales ProcessIn the B2B world sales cycles can sometimes be quite slow. Add to that the sluggish economy, high cost of your product and a lack of qualified leads and you have the recipe for a painfully slow sales cycle.

Although  the rewards might be worth it; having a slow sales cycle has its downsides such as cash flow issues, increased risk of the sale failing through and the inevitable stress it places on sales reps.

Speeding the sales process depends on several factors, some of which are unfortunately out of the sales organization’s reach. Instead of just blaming external factors focus on improving what you CAN control.

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The Science Of Selling More

BY Diego Lunardi, Head Of Business Development - EMEA
June 22, 2016

sell itWhile many may see “selling” as a social skill, successful selling is, in fact, quite calculable. There are specific practices that salespeople can use to engage more leads and to close more deals.

The art versus science debate of selling has gone on for years, however one aspect cannot be denied. There is a definite science, an intellectual, systematic method that has led many down the path of transforming prospects into satisfied customers.

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Are You Married to Your CRM?

BY Noel Forst, Former Product Marketing Manager - Americas

Like all relationships, my commitment to my wife takes work.  She knows my bad habits (junk food) and tries to help me be healthier (yay, Kale!).  I know hers as well (washing colors with whites) and I try to help as I can.

We have a total commitment to each other, so when something does come up that causes an argument we can quickly go back to being happy. It’s that commitment that ensures that we’re in it for the long haul together.

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What do Mobile Phones and CRM Have in Common?

BY Noel Forst, Former Product Marketing Manager - Americas
May 30, 2016

How do you get the Decision Maker thinking about value?

People ask me what the hardest part of my job with a CRM company is.

It certainly isn’t convincing people who spend time on our website learning about what we do, about the value of CRM. It certainly isn’t explaining to existing users of older builds why they should upgrade. Nor is it spending time in my own CRM, updating information and creating reports.

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Sales! Drive Lead Conversion by Embracing Content Creation

BY Diego Lunardi, Head Of Business Development - EMEA
May 23, 2016

Content creation Recently our Head of Marketing has been preaching about the changing consumer purchasing habits and how Marketing are now shouldering the majority of the sales funnel. In short, and I hate to admit it, Marketing are right! According to Forrester Research, buyers are 67% to 90% of the way through the buying journey before they even consider talking to me and my team. Instead, 95% of buyers chose a solution provider that provided them with ample content to help navigate through each stage of the sales process, completing their own due diligence.

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4 Reasons Why You Should Stay Away from Purchased Lead Lists

BY Diego Lunardi, Head Of Business Development - EMEA
May 16, 2016

Purchased lists Every business needs sales in order to be successful. This means your sales team is talking to clients and prospects on a daily basis and entering information into the CRM system. Sales are the lifeblood of your business, but what if you've run out of people to talk to? Should you purchase a lead list? This is the question that many businesses ask themselves on a regular basis. Let’s discuss some of the pitfalls of list buying.

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Why is Your Sales Team Missing Revenue?

BY Diego Lunardi, Head Of Business Development - EMEA
May 2, 2016

Why is Your Sales Team Missing the Revenue?Every business should have the goal to maximize sales as a way to generate more revenue for expansion, research, charity, operating expenses or etc. However, there are a few pitfalls that many sales teams continue to fall prey to, again and again.

Betting on the Wrong Horse

A salesperson can generate dozens of leads daily, however if those leads are not qualified – if they aren’t at the appropriate point in the sales cycle, if they don’t have the budget or the authority to make the buying decision, if they aren’t willing to invest the time to learn about your product – it may not be worth it to pour hours upon hours of effort to pursue those leads. Be sure that your sales team has an effective process to weed out unqualified prospects.  Or instead you can always phase in an inbound marketing strategy to generate more qualified leads at a lower cost.

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The Ultimate Sales Cheat Sheet: Closing

BY webmaster
April 20, 2016

The secret to closing the saleLooking for a cheat sheet to help close more sales? Here’s five handy tips designed to help salespeople become better closers, knowing that being prepared for the end game with solid strategies takes some of the pressure of bringing business conversations to profitable ends.

While closing sales may be more art than science, incorporating these tips into your thought process is sure to help put you and your company’s best foot forward for every potential customer you meet.

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Ultimate Sales Cheat Sheet: How to engage a prospect

BY webmaster
April 18, 2016

cheatAre you looking for a solid “cheat sheet” for engaging prospects like moths to the flame of an irresistible sales pitch delivered by charismatic, confident sales professional? If so, here are six solid sales tips considered among the most important concepts to grasp to get clients to commit and convert.

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12 Sales Questions To Close More Deals

BY Patrick Sutherland - Former Director of Sales
March 28, 2016

Make these 12 B2B sales questions part of your repertoire and practice working them into your conversations. They’ll help you to move prospects through the buying stages faster, manage your sales pipeline more effectively and ultimately close more deals.

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Sales incentive schemes have the power to be a winning formula for ROI

BY Diego Lunardi, Head Of Business Development - EMEA
February 23, 2016

ThinkSales-Talent-Motivating-Oct-2010Most companies rely heavily on the success of sales staff heavily for driving business profits, so optimising performance can have a huge difference on your business. A sales incentive scheme can boost sales revenues, without having drawbacks on other key business functions – such as customer service and lead generation. In fact, a happy and driven sales team will not only boost profits, they will also deliver better customer interactions and, in turn, generate better leads.

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Closing the Sale at the Start of the Cycle

BY Diego Lunardi, Head Of Business Development - EMEA
February 4, 2016

close sales at the start of the sales cycleWe generally associate the end of a cycle with the term “closing” – the process of which you’ve gained the trust of the customer and are about to finalise the transaction. I’m going to tell you now that closing starts at the start of the cycle.

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Now is the time to update your Sales Process for a successful 2016

BY Patrick Sutherland - Former Director of Sales
January 27, 2016

improve sales process I always finish the end of the year with a huge sigh of relief, I am sure if you are a sales manager, you are fully aware of what I mean.

It’s a very odd feeling, hopefully you have had a good financial year, you leave the office on the last day after closing all of those last minute deals with a huge smile on your face. However, you arrive back in the office around 12 hours later with a feeling of, what will this quarter or new financial year bring? There’s a lot of truth in that old saying –‘You’re only as good as your last quarter’.

So then what? Well now is the time to analyse your results. What have you done well? What were the good wins? The high points? The low points? The bad losses? You might want to start having a look at average deal sizes, number of licenses, revenue, individual performance in your team etc.

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4 New Year’s Resolutions for Salespeople

BY Diego Lunardi, Head Of Business Development - EMEA
January 21, 2016

New Year Resolutions sales The sales industry is continuously evolving, and the most successful salespeople are the ones that evolve with it. You can always learn new techniques and refine old ones, so as 2016 starts, take the opportunity to pause and establish your sales goals for the coming year. Here are a few ideas:

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Why Marketing and Sales Still Can’t Get Along

BY Nicole
December 9, 2015

Can sales and marketing (smarketing) be friends?

In the past few years, marketing and sales departments have worked hard at closing the gap on their sibling rivalry. Some have even gone so far as to amalgamate and call themselves 'smarketing'. While they may be fooling mom and dad, they aren’t fooling the rest of us. The truth is, for the majority of companies, these kids still aren’t getting along.

As expected, the complaints haven’t changed much over the past decade. Marketing will insist that sales doesn’t follow up on leads, and sales will argue that all marketing does is create shiny brochures. Whatever the challenge, the two sides still have a long way to go before achieving complete harmony. Here’s why:

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A Political Philosophy on Lead Generation

BY Noel Forst, Former Product Marketing Manager - Americas
November 22, 2015

Rodin's The Thinker 0848With apologies to the ‘Two Cows’ versions on political philosophy, I thought it might be funny to swap out ‘two cows’ for ‘two leads’ -- anyone in sales, or associated with sales ought to get a laugh out of this.

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