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CRM Software should be a salespersons best friend. It doesn't matter if you're a small business owner, working in a large organization, or an independent sales rep, a good contact management software is a necessary tool for you to keep your pipeline organized and full of qualified leads. Most people confuse CRM Software with organizations trying to keep an eye on their employees by monitoring their behavior. While this is true in some situations, it's really the salesperson's best interest to use some sort of CRM Software to make their jobs easier. There is a big misconception about what makes a good salesperson. You have heard the term 'born salesman' and while that's true that some people are born salesman, most salespeople are successful because they follow systems and because their systems produce leads like clockwork. The only reason they are able to follow these systems is because they use software or some system to be able to follow up with prospects.
According to the National Sales Association, where sales occur in the sales cycle is as follows:
- 2% of sales are made on the 1st contact
- 3% of sales are made on the 2nd contact
- 5% of sales are made on the 3rd contact
- 10% of sales are made on the 4th contact
- 80% of sales are made on the 5th-12th contact
Do you find that shocking? I know the first time I sure did! Now think about your average salesperson who flies by the seat of his/her pants. Do you think if you place 1000 people in the top of your pipeline funnel with a goal of converting 5% of them to customers by the end of the year, do you think you'll be able to keep track of potentially 5,000-12,000 contacts throughout the year? Of course not! That's where CRM Software comes into place and why a salesperson is leaving money on the table if they don't use it. Great salespeople LIVE AND DIE by their systems. Want to know the even better news? Most salespeople have NO SYSTEM in place so they will likely stop after the first call. That means you will have the advantage over your competitors by staying in touch.
So, that brings me to this site. This site is about contact management software and the benefits. There are many different ones available that might fit your need. We'll walk through some of the more popular CRM Software as well as the ones that have specific uses for industries. Here is a little taste:
- Web-based CRM or Hosted CRM
- Industry Specific CRM (Mortgage, Real Estate, Automotive)
- Lead Generation or Prospecting Software
- Open Source CRM
- Multi-Media contact management software
- Much, much more
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