POSTS FROM AUTHOR

Bill Poole

CRM Benefits for the Whole Organization

CRM Benefits for the Whole Organization

Not all that long ago, the decision to implement a CRM involved huge trade-offs. A CRM that was very functional from a sales standpoint had very limited functionality for the operations/customer service team. Customer service applications lacked sales functionality....

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3 Reasons Your Sales May Be Flat

3 Reasons Your Sales May Be Flat

Unlocking Growth for Entrepreneurial Businesses by Overcoming Sales Barriers Sales is a barrier to growth for a lot of entrepreneurial businesses. Understanding how to break through that barrier can be very challenging. How can you do it? Some common thoughts that go...

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Do you need a horizontal or vertical CRM?

Do you need a horizontal or vertical CRM?

Two Types of CRMs There are two types of CRMs: vertical and horizontal.  Vertical CRMs are designed to meet specific industries' unique needs and challenges. They provide more targeted solutions to businesses operating in those sectors, with features and...

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Benefits To Focus On Cross-Selling To Your Clients

Benefits To Focus On Cross-Selling To Your Clients

B2B services organizations typically have goals to grow their business.  The interesting thing is that they often miss the biggest opportunity to grow that is right under their nose. It is pretty hard to argue that it is a lot easier ot sell to current clients than to...

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Why Your Business Needs a CRM to Increase Revenue

Why Your Business Needs a CRM to Increase Revenue

Customer Relationship Management (CRM) software is now crucial for businesses looking to increase their revenue. It allows companies to manage customer interactions by capturing data, tracking interactions, and automating business processes. To scale your sales and...

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Using Your Scorecard To Help Your People

Using Your Scorecard To Help Your People

Once you are tracking the right metrics, The success of any scorecard is limited by the actions you or do not take when you review the numbers.  We discussed a few key points in our recent blog: Things your scorecard tells you about your business: Developing a mature...

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3 Challenges You May Be Having With Your Scorecard

3 Challenges You May Be Having With Your Scorecard

Developing the scorecard that works for your business is a journey.  There are some common challenges that entrepreneurs face along the way.  This blog is written to help you take action to improve your scorecard and shorten the journey. We will look at three common...

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Measuring Your Client Experience To Drive Profit

Measuring Your Client Experience To Drive Profit

I have seen a lot of entrepreneurial scorecards, and one thing is consistently missing...  the client’s perspective.  Some businesses track NPS which asks customers/clients how likely they are to recommend the product or service to their friends or colleagues, but...

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What Metrics Should You Have On Your Scorecard

What Metrics Should You Have On Your Scorecard

The process of developing the right scorecard for your business can be frustrating and is a journey. Does any of this sound familiar to you?: Am I tracking the right metrics to support my business? I have hopeless, long streaks of red for certain metrics on my...

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Symptoms That Your Content Plan is Not Working

Symptoms That Your Content Plan is Not Working

The importance of content is often overlooked in small businesses. The truth is, content enables revenue generation, and cost reduction: Revenue Generation: Great content enables prospects and clients to navigate their experience with your business quicker, with a...

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4 Strategies for Aligning Sales and Marketing

4 Strategies for Aligning Sales and Marketing

Sales and marketing are historically misaligned, which is very curious given their goals are really the same, right? If sales and marketing both have the same goal of bringing more clients into the business, it doesn't make sense that this misalignment still occurs....

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Is Your Pipeline Based on Opinion or Fact?

Is Your Pipeline Based on Opinion or Fact?

When we sit down with our prospects for a first initial meeting, we often discover that they don’t have a defined sales process or experience that they are guiding prospects and clients through. This can be challenging for a couple reasons: It’s difficult for managers...

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Are You Setting Achievable Revenue Goals?

Are You Setting Achievable Revenue Goals?

There's a delicate balance between setting aggressive revenue goals and achievable revenue goals. Of course you want to grow your business, but it is helpful to have some reasoning behind raising the bar to accelerate year over year revenue growth. The same concept...

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Client Experience is more than a Vibe

Client Experience is more than a Vibe

When I say “client experience,” what comes to mind? Take 30 seconds to ponder that question before you read on. Let’s get a bit more specific and go back in time 5+ years. What sort of experience do you recall having with a taxi cab? Compare that to the experience...

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Why Do You Need a Content Strategy?

Why Do You Need a Content Strategy?

Content is at the heart of sales and marketing communication. As Darrell Amy says in his book Revenue Growth Engine, content is the fuel that feeds the sales and marketing processes that drive revenue growth. Implementing a content strategy ensures that your Revenue...

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The Convergo Approach Series: A Strategic Approach

The Convergo Approach Series: A Strategic Approach

The Convergo Approach Series Part 1: The Difference Between Convergo and a Marketing Agency Part 2: A Strategic Approach Part 3: The Lens of the Ideal Client Experience Part 4: Sales and Marketing Integration Part 5: Sales and Marketing Processes There's no better way...

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How Much Should You Invest in Marketing?

How Much Should You Invest in Marketing?

My wife and I were just discussing what we might do for fun next summer. The possibilities are endless! We might go to the mountains, music festivals, mountain biking or the beach to name a few. Figuring out where to spend/allocate/invest time or money is something...

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3 Filters for Your Ideal Client Profile

3 Filters for Your Ideal Client Profile

Creating a profile of your ideal client is an exercise that serves many purposes for any business that has limited resources (which is all businesses, right?). Especially in a B2B business, it is much more efficient and profitable to acquire, manage, and delight a...

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What is the Quickest Way to Grow Revenue?

What is the Quickest Way to Grow Revenue?

We are in the business of helping EOS® companies grow revenue. Over half of the businesses that come to us with that goal in mind are wanting to do so by generating more leads. As we work with clients to develop an initial Revenue Growth Plan, it typically becomes...

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How to Conduct An Effective Virtual Meeting

How to Conduct An Effective Virtual Meeting

4.7 million people work from home in the United States [source]. The need for collaboration and meeting with co-workers does not go away when people transition to working from home, so it is no surprise that products like Zoom Meeting have realized huge growth. The...

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Prospect More Effectively with Sales Sequences

Originally published at the Revenue Growth Engine One touch simply doesn’t cut it in today’s world. Salesforce.com research found that it takes 6-8 touches with a prospect to get an appointment. Sirius Decisions found that it takes 8 to 12 attempts to reach a decision...

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