Archives For Denis Pombriant

Some interesting New Years preview articles and blog posts have been written over the past several weeks. But one that really strikes a chord with us at SugarCRM is Denis Pombriant’s recent post for CRM Buyer that discusses how the rising costs of fuel and other issues are affecting how we will execute our businesses in 2011 and beyond.

Denis makes great points – we are simply not going to be making as many “face to face” meetings in the future because the costs are simply to prohibitive. What does this mean for sales and marketing agents? Well, for those sales agents that rely on “close relationship selling” and “spit and a handshake” type deal closing, there are some new challenges coming.

For one, how do we more effectively close when we do not have a captive audience? When all a prospect needs to do is hang up – well, you have to continually provide strong value points to keep the conversation, and the deal, alive.

How does CRM fit in? Pretty simply, the ability to prioritize activities, accounts, contacts etc. – especially if your data is aided by real-time updates from social networks and other sources – can help turn the “face to face” agent into a killer telesales pro in no time.

In addition, greater frequency (and more important – relevancy) of marketing messaging through email campaigns, drip campaigns etc. can help marketing teams keep close tabs on prospects and customers even from afar.

Simply put – while we may not get to see our target prospects as much in the future – that does not mean our sales productivity should diminish either.