Latest insights

Customer relationship management (CRM) software and sales management software are two of the strongest tools a modern sales team should have. Both can drive sales and customer retention, but are they necessary if you already have a strong sales force? With information readily available on the internet, consumers do their own research instead of relying solely on salespeople to solve their problems. A recent study by Gartner shows 44% of buyers prefer a seller-free sales experience, with

In today’s digital-first economy, data is the new currency. This is why analyzing sales reports has become essential to modern companies’ business. Sales reports enable insight into how agents are performing and what aspects of their strategy need improvement. This allows them to make informed decisions on fine-tuning their processes and improving the overall customer journey. However, generating sales reports is only the first step in

Distributors, wholesalers, and manufacturers rely on numbers to run their businesses. From receivable accounts to inventory counts, data collection and analysis is both crucial and tedious. Even if sales are streaming in, do you understand the impact that sales performance has on your business? If not, sales metrics can clue you in on what is working and what isn’t—and how you can navigate these obstacles to sustainably grow your business. Why’s

The presence or absence of customers often determines the success of a company. While having more customers doesn’t necessarily equal success, customer loyalty does. Customer loyalty is a hallmark of successful customer relationship management (CRM). Staying on top of the success of your business requires knowing everything about your customers’ wants and needs. Because of this, you need a CRM database to manage this treasure trove of information. What does a CRM database do, exactly? A CRM database is a tool you can use to store

When it comes to B2B sales, information is king. However, the information needed isn’t about your products or services. Successful sales come from using data analytics to learn more about your customers and current market trends. For example, let’s look at how Netflix uses data to enhance its customer experience. Netflix collects subscriber viewing information to create personalized

Micromanagement is something many do, but few admit. It’s one of the foremost examples of good intentions with often negative consequences. Especially in field sales management, micromanaging is rarely necessary. Despite its overwhelmingly negative press, micromanagement remains an uncomfortable reality in many organizations. Managers tend to gravitate to a micromanagement style when they’re under pressure to deliver results or to follow exact procedures. When this management style does deliver the expected results, everybody can tolerate it a bit more. After all,

Industries and big companies aren’t the only ones that can profit from mobile apps; small businesses and niche markets like the wine industry are benefitting in a big way. Mobile sales apps account for 86% of smartphone use. These compact platforms give wineries a virtual version of their cellar and storefront that can increase their customer numbers and drive sales.

Skynamo – the leading provider of field sales software for distributors, manufacturers, and wholesalers in the building materials and hardware industry – carried out an extensive survey. The point of the research was straightforward enough. It was to uncover the truth about what B2B sales companies struggle with. What works for them from a technology and sales point of view, And how they fare in this post-pandemic marketplace. To do this, Skynamo’s research team referenced hundreds of manufacturers, wholesalers and

When determining the most appropriate sales strategy for their teams, B2B companies often use customer sales records. This approach collects data, analyzes it, and then uses it to maintain accurate customer databases. Tracking this data can help you to monitor your company’s performance among specific demographics and target users. You can then use this information to tailor a sales strategy that optimizes resources and fosters growth for your business. Why is sales data important? Sales data is any information your sales team can

In an ever-increasingly digital world, personalised customer relationships are crucial for business success and quality data bridges the gap. However, according to a recent study on the State of Customer Relationship Management (CRM) Data Health, 44% of respondents estimate that their company loses over 10% in annual revenue due to poor quality CRM data which results in the loss of customers. Additionally, 79% of business around the world say