Quick, which steps in the sales process are most important to the buyer? Do you have content and resources that your reps can use to overcome specific objections? Is the time interval between contacts costing you in business?
On the Center for Sales Strategy blog, there’s a post called Do You Need Sales Enablement Tools and a CRM. It’s meant to help businesses decide if they need these technologies. The article offers 35 yes/no/don’t know questions.
We went through the list and found a few that even technologically proficient organizations may forget to ask. Three of the questions opened this article. Here are ten more.
Of course, you need good data in your CRM to unearth these treasures. And in many organizations, that’s a challenge, mainly because timely updating the CRM is such a chore. Watch this video to see how Rollio can help.