Sales Reps Using a CRM

I have been providing my sales teams with CRM software since 1994. In fact, back then, my team was a Beta site for the first client/server version of Goldmine. Our IT guy had to reboot the server every hour or two to keep it running. Since then, I have used a number of additional CRM's, including ACT!, SalesLogix, SalesForce, SugarCRM, Highrise, and Copper. And I am sure that I am forgetting a few. My experience is that most of the cloud-based CRM's are most useful for analytics and not so much for the sales rep on the ground, which I know is an unusual viewpoint coming from a senior sales management executive.

Anyway, if you are using a CRM for your sales efforts (tracking prospects, clients, opportunities, sales tasks, etc.) I would love to get your opinion on the most valuable features to you and also what you don't like about it. TIA.

 

We are currently using HubSpot and love all of the integrations they offer. That is one of the largest things we look for when shopping for a CRM is a large number of useful integrations!

 

I have not used Hubspot since they added a CRM to their marketing automation tools. Do you use these integrations for sales or for marketing activities? Can you advise as to the types of integrations you find to be most important?

 

Here are some of the top ones we use:

Hubspot for outlook Integration
Hubspot for Hellosign (Contract signing)
Hubspot for Zapier (Integrating other apps via Zapier)
Hubspot for Zoom (Scheduling meetings with prospects)
Hubspot for LiveChat (Live chat on our website, connect them to leads)

We mainly use these all for sales activities. Hopefully this helps!

 

Yes, very helpful, thanks!

 

I read this thread about Hubspot.

Is there a general interest for ranking sales leads - on this forum?
What do marketeers commonly use for ranking sales prospects?

Regards, Michael

 

I run a sales team of 12 sales reps. I have tried Hubspot, however it's very time consuming and sales reps found it exhausting to keep all records in place. Now we switched to SeoToaster Ultimate CRM - very easy to use and allows me to assign tasks directly to sales reps, track each sales rep's performance, review sales calls and emails etc.
Regards,

 

I understand that there could be value in ranking sales prospects from the perspective of Sales giving feedback to Marketing. However, such ranking is typically imprecise because, humans being humans, you can never actually tell what a prospect is going to do until s/he does it. Surely, you can differentiate between an unqualified lead and a qualified lead, but it is at a very high level only. Bottomline for me: I have never found ranking leads to be a worthwhile effort.

Thank you. I have never heard of this CRM but will check it out.

 

What article are you referring to?

 

I recommend the following white paper on raking sales leads: https://egmont-petersen.nl/2020/08/22/rank-sales-leads-a-journey-with-insight-classifiers/

It is so that ranking sales leads incorporates human behavior, as said above.
In order to benefit from sale lead ranking, your sales team should work in a systematic way.
That systematic way of working should be kept while employing a new rank sales lead model.

Another advice is to rank sales leads from a larger sample of historic follow-up sales actions.
Prefer 300+ historic cases to, for example 90 historic cases. The more historic cases
the better is the predictive statistics in the calculated ranking model.

 

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