Behavioral marketing and a CRM system may feel like two entirely different concepts, but in reality they’re more like two sides of the same coin. Behavioral marketing is a technique describing targeted advertising, while a customer relationship management (CRM) platform acts as a tool for complex, personalized strategies. Does this mean you can perform behavioral marketing with CRM? Ultimately, CRMs…

Anyone who’s had an introduction to sales has probably heard the term SPIN selling. It’s one of the oldest sales frameworks, and therefore also one of the most tried and tested. This method was considered revolutionary in its time of publication, but is it still relevant in today’s digital marketplace? How exactly can spin selling help with online sales? Ultimately,…

Plenty of articles online equate contact management software (CMS) and customer relationship management software (CRM), which doesn’t guide you in choosing between the two. So, how is a CMS different from a CRM? Think of a CMS as a contact list: it gives you relevant information about people in your network. Now think of a CRM as a messaging app:…

Ticket management systems are a great tool for tracking customer data. Without it, sales reps will be lost in thousands of questions and comments, without the information they need to give top-level service. But a ticketing hub isn’t just for improving brand perception and buyer experience. Performing analysis will unlock information that will pave the way for smart business decisions.…

The sales funnel and sales pipeline are two of the most commonly used words in the sales world, often interchangeably. You might have wondered what makes the other two different, or if they’re any different at all. So, how is a sales pipeline different from a sales funnel? Two words: performance and activity. While similar in structure and concept, the…

Despite the advent of management software, small business owners are still hesitant to adopt new technologies, mainly because software such as CRM feels like an unnecessary addition to smaller operations. Can small businesses benefit from software like CRM? Definitely. With CRM software, small businesses can get enterprise-level analytics, without having to hire expensive marketing, sales, and analytics team. By automating…

Your lead’s movement from introduction to communication to payment is all part of the sales process. Every single progression through the pipeline – whether it’s point A to point C or point A to point Z – is rife with information that can help your business grow. The best way to understand how each point affects your sales process is…