3 Preliminary Reasons to Buy CRM for Boosting Sales and Revenue

CRM or Customer Relationship Management is time-tested software, which is not just the application of technology but is also a strategy to learn more about your customer’s needs and behavior in order the build a stronger relationship. 

However, as it is true that getting an easy to use CRM for your SMB too early is a wrong thing, similarly you can inflict a negative impact on your business if you buy CRM and its implementation gets too long.

Even CRM guru Paul Greenberg the writer of the bestselling book “CRM at the Speed of Light” admits that it can be an accepted fact, like many others, your business may not be ready for CRM, for if that is the case, you will be wasting your money and efforts if you adopt easy to use CRM for your business growth. 

So, is your business ready for this business growth technology and tools?

To find an answer to this critical question, here are 3 indicators that can guide you to understand whether you should buy an easy to use CRM for your business right now or your company needs to grow further till you adopt this business growth technology for earning even better revenue. 

1. Are You Loosing New Sales?

Selling would have been a lot easier if none of the companies would have lost in their selling process. However, if you are losing sales because your lead and customer information got misplaced, or you failed to follow-up because your CRM database is disorganized, or your sales team is spending more time updating and managing their Excel spreadsheets than selling, then it is high time you should move towards implementing an easy to use CRM for your company. 

At the most basic level CRM is a tool where you can store all leads and customer information in the CRM database that allows the user to collect, store and use the data for alerts and future sales and customer service activities. 

CRM also allows rapid access to all collateral materials as and when they are needed, understand where sales may be going wrong and find an immediate solution to the problem. 

So the answer to what is CRM, can be summarized that CRM software is a technology that helps in performing actions that are hard to do with a pure manual, spreadsheet-based approach.

2. Are You Loosing Existing Customers?

Apart from gaining new customers, CRM is even more valuable when it comes to retaining existing customers. Hence, if you are losing existing customers because of failure to follow-up, it is the time that you must introduce ‘Sales Force Automation’ or SFA with the help of easy to use CRM, into sales and customer service operations in your company.

3. Is Your Customer Data Too Large?

The longer you retain your customers, the more you know them. However, it is impossible to carry all the details of your customers, such as their payment terms, buying patterns, things they respond to and even their personal information and others, in your head.

Therefore, when your organization needs to remember the large volume of data about your leads, prospects and existing customers, it is the time that you need a CRM database to keep your entire information safe in one central repository. 

Endnote

Although implementing CRM can be challenging, but if you are losing sales for any of these above scenarios, it is the time you must understand what is CRM , and adopt this most popular business growth technology for optimizing your organization’s sales and customer support efficiently. 

How Will Blockchain Transform Customer Retention And CRM For Business Growth

Blockchain is going to overwhelmingly change the world that we see today.

Well, this might be a profoundly bold claim- but it is one that we feel is justified.

This is because; even though so far Blockchain as a business growth technology has been the domain of Fintech industry but as of date this has started to change. 

It has been observed that some of the greatest opportunities of Blockchain are within ‘Marketing’. Since this latest business growth technology can be used to develop customer-centric relationships and propositions that might motivate and empower consumers while also delivering stellar efficiency and responsiveness for rapid revenue growth. 

However, unfortunately even today most marketers are not yet conversant with Blockchain and its opportunities.

Therefore, in this post, we have revealed exactly what this Blockchain technology is all about and how we assume Blockchain will fundamentally change our approach towards customer retention and the use of easy to use CRM platform be it Salesforce or any other Salesforce Alternative CRM solutions for boosting customer experience with brands all across the globe. 

What is Blockchain?

Blockchain is defined as a database that takes into account a number of records and places them in a block (more like assembling them in a proper sequence on a single sheet of paper). Each block is thereafter “chained” to the next block, by using a cryptographic signature, which enables the chain of blocks to be used as a ledger that can be corroborated and shared by anyone with the appropriate permissions to access it.

Blockchain according to HBR (Harvard Business Review) published in May 2016 states that:

"The technology most likely to change the next decade of business is not the social web, big data, the cloud, robotics, or even artificial intelligence. It’s the Blockchain."

So Blockchain in layman’s terms is a business growth technology that aids in:

•  Distributing digital assets (music, money, loyalty points) across global ledgers

•  Post transactions across billions of computers across the globe

•  Create a block every 10 min. and link it to a time-stamped chain of blocks

•  Self-execute agreements among smart contacts between businesses and individuals that use the Blockchain

Blockchain(s) can be permission-less (open to all) or permissioned (closed access).

Now for every business according to its industry, the implications of using Blockchain are quite profound:

•  Blockchain is a disruptive technology as it gets rid of intermediaries and the costs involved with them (like consumers can transfer money directly without the need of banks)

•  Blockchain will allow consumers to monetize and own their data

•  Blockchain will help to make peer-to-peer (P2P) dealings become the norm

•  Blockchain technology is extremely secured and un-hackable owing to the distributed nature of Blockchain that will aid in protecting privacy

Why should marketers take Blockchain technology seriously?

Blockchain is no longer a theme that is being hyped by the industry neither an emerging idea, it is a reality.

According to research done by Deloitte, it showed that:

•  Venture capitalists have invested billions of dollar in more than 120 Blockchain-related startups.

•  Thirty world’s largest banks have joined a consortium to build Blockchain solutions.

•  Microsoft has already launched a cloud-based Blockchain service.

•  Nasdaq is designing a Blockchain-powered private market exchange

•  Blockchain prototypes, concepts, are emerging in every major industry

Therefore, it is evident that Blockchain, in reality, will create disruptive and viable opportunities for marketers to create and deliver customer relationship due to its peer-to-peer nature which will deliver genuine engagements that are customer-centric for businesses that are ready and interested to invest in long-term customer experience and loyalty.   

How will customer retention and CRM get disrupted by Blockchain?

Here is a wonderful illustration (inspired by Deloitte) of what Blockchain-enabled CX (Customer Experience) could look like:

Therefore we think that the following use cases subsist in customer retention and easy to use CRM space:

• Use of loyalty points as global payment economy

• Exchange of loyalty points among peer-to-peers in the marketplace

• Irrefutable customer database, where service issues and questions from the customers can be rapidly identified without any ambiguity

• Multiple customer programs can be managed from a single wallet

• A coalition of brands will offer the customers a more complete experience

The Implications

Now with such awesome opportunities also come profound implications that will decide which brands will be able to lead and will be able to distinguish their customer propositions by use of Blockchain.

Therefore one you buy CRM built with Blockchain capabilities it is likely to:

• Boost redemption of rewards, incentives, and promotions, which will be seen as a positive endeavor to brands that will recognize this technology for engaging customers. 

• Interactions and experiences will be increasingly controlled by modern customers and not by brands or businesses. 

• There will be little need for intermediaries who might add costs and dictate processes. 

• Brands will be able to get genuinely engaged for building long-term loyalties (not just promise great rewards that are never fulfilled by the companies).

• There will be less obscurity in terms and conditions which imply more transparency and accountability between consumers and businesses.

• For the first time businesses will be able to find a real-time view of the behaviors of their customers by offering traceable customer rewards. 

• Customer experience will be more responsive and much faster with increased demands on automated contact strategies and new business rules. 

Why Blockchain is a big deal for marketers?

Once you buy CRM built with Blockchain technology it will help in creating indisputable records of customer behaviors, relationships, and value exchange, as consumer-driven P2P relationships are becoming possible with this business growth technology in ways marketers can only start to imagine for better understanding their customers to build propositions that supports repeat engagements. 

Sales Hack for Small Business to Maximize Selling Time

Are you aware that only 35 percent of a sales rep’s time is actually spent in selling?

Well, we know these stats can be absolutely frustrating for sale reps and managers alike. Therefore, to stay successful, sales teams have to not only become an expert at organizing their time but also needs to maximize it.

Hence, here are some of the most simple tried and common hacking tips that you and your sales reps can utilize in your small business to maximize their selling time.

Simplify Your Easy To Use CRM Data      

As a manager looking after your sales teams, look for ways to streamline the quantum of information that you need your sales reps to collect and enter in the CRM database .

Well, we know it must seem tempting to track and evaluate an ever single piece of information about your salesperson’s deals. Nevertheless, in reality, doing this will not only steal invaluable time from your sales reps, but excessive data even in your best small business CRM software can bog down your team, and seldom provide any extra info that may revolutionize your sales process.

Automate As Many Activities As You Can

Irrespective of whether you are using enterprise-level CRM like Salesforce or any other Salesforce Alternative CRM for startups and small businesses in either case sales automation is becoming more and more sophisticated every day.

However when we talk about data fidelity it can still feel like a gamble, and so your sales teams must identify activities in sales that are not heavily tied to AI (Artificial Intelligence) and so can be automated easily.

For example, if you are using a separate software tool like accounting software to create proposals for your prospective customers, make sure that you are leveraging integration like QuickBooks CRM (software that integrates CRM with QuickBooks) to automatically pull data from your accounting software into your CRM database.

This is because automating tasks using Sales Force Automation (SFA) in a CRM means reducing errors that at the end save your sales teams countless hours of overtime.

Make Contents Easier To Find

It is hard to believe, but it is true that 60-70 percent of the contents created by B2B marketing teams, especially in small businesses are never used by sales.

Here is a solution:

Instead of your sales reps wasting their precious time searching for contents, use a smart folder in your easy to use CRM that provides discoverability or use dedicated content distribution applications like DropBox™ or OneDrive™ that helps in sharing assets by integrating it with your CRM database.

Avoid the back-and-forth scheduling              

There are several business application tools available in the marketplace these days that permit your sales reps to schedule meetings by sharing a link to your calendar instead of firing several messages and emails to verify each other’s availability and thereafter suggesting a time for the meeting.

Integrating online appointment schedules with your easy to use CRM aids in easily avoiding this time suck and therefore provides more time for doing sales for your sales teams.

Use data to your advantage

Leverage applications like PandaDoc™ and others for document management and automation provide extremely useful information like document viewing report, document forwarding report and eSignature notifications that leverages the sales rep’s power to understand when to follow up.

Moreover, integrating document management software with best small business CRM software provides instant access to this type of data that helps in completely eliminating the questions of whether or not contact or a proposal has been reviewed or received by the customers that boost the likelihood of winning the deals quickly.

Conclusion

Therefore irrespective of whether you are a team of 10 or 50, it is always beneficial and smart to dedicate some energy and time to leverage your sales operations and use sales enablement tools that helps in dramatically reducing the time spend by your sales teams on mundane admin works, so that your sales reps may find more time to sell, which directly translates to rapid business growth. 

 

How to Automate Your After Call Works and Boost Productivity

Remember the good old days of the early 2000s, an era before CRM (Customer Relationship Management) software and automation were the key drivers for business growth.  

Everything in business operations and for maintaining customer relationship was manual and hence more time-consuming during those times. 

For example, while having a telephone meeting, sales reps had to fanatically take notes, and thereafter complete a lot of after call works to create a record for that call and even manually complete any follow-up tasks. 

These after call works included organizing your notes, saving the notes, preparing and sending follow-up emails, checking off the business calendar with any follow-up meetings, and more. 

Now the time spent on these above-stated activities involved a huge drain on your employee’s productivity, which even Forbes confirms by stating:

"Online systems save time, energy, resources and headaches for busy call-center representatives, allowing them to reach higher levels of productivity and efficiency. Over time, this often translates to better employee retention and enhanced profitability for the organization as a whole.”

It was not until the middle of the 2000s that the sales and marketing automation industry started taking shape, which could automate much of that after call works. 

In modern times, we have access to tools that can automate nearly most tasks involved in post-call administrative jobs.

Therefore, if you are not leveraging post-call automation to streamline your after call works; this article will guide you on how you can generate the most value out of sales and marketing automation tools. 

What is post-call automation?

Odds are you must be using a CRM like Salesforce or any other Salesforce Alternative CRM if you are a startup or a small business. 

Most companies nowadays are moving to an all-in-one CRM solution, because in addition to providing traditional CRM capabilities, all-in-one CRM software also includes built-in sales, marketing, and help-desk automation modules for their businesses.

That means once you use an all-in-one CRM you get loads of extra features and therefore do not need to invest in multiple silo software systems to accomplish various business functions required for your business growth, which even include post-call automation features that streamline your post-call tasks. 

Here are a few of the most important things you can do with post call automation tools:

Track call histories

When you are calling your leads, prospects, or customers using and telephony integrated easy to use CRM, you simply need to navigate to a person’s contact record in the CRM database and click on “Call”. 

After which the CRM system automatically dials the number and once the call ends it automatically attaches the call history for the contact. 

Therefore using this automation whenever you want to check the last time you spoke to the person, a complete list of all calls ever made to that person appears in the list with call records that include the date, time and even duration of those calls. 

Log call notes

Because you are working with your easy to use CRM, the system allows you to take notes on the screen while you are on the call. 

These notes can include requests for information, tasks that you need to complete, important needs of prospects, pain-points of your customers and more. 

Now using automation integrated into easy to use CRM , when you complete the calls, all these notes are automatically tied to the call record in that contact’s call history, which can easily remind you the key takeaways you took notes during the conversation. 

This way automation helps you to never misplace or forget any important information from the calls.  

Schedule meetings, tasks, and automated reminders

Once you finish your calls and your prospect or customer agrees to a follow-up meeting, easy to use CRM when integrated with automation functionalities lets the user enter time and date of that meeting and allows the system to automatically add it to the CRM calendar, and thereafter schedule an automatic reminder that will be sent to you at a specific time before the meeting.  

Using automation in a CRM, you can even opt to send an automatic confirmation email to the other party involved before the meeting which can be sent a day before the meeting, or any time you want. 

Attach call recordings

Another useful feature which is included even in most Salesforce Alternative CRM software platforms is automatic call recording, whereby the easy to use CRM will record the entire conversation, which is particularly useful for finding important key points of the conversation that you might have forgotten or missed as these recordings are automatically attached to the call record in your call history list. 

Doing this not only helps to reduce any conflicts that might arise between you and your customers, but also aids in creating a better customer experience for the users of your brand. 

Conclusion

These days’ smart business owners have realized that the more process they can automate, the higher their productivity levels will be. 

Hence if you are still using manual and traditional methods to manage your after call works, we recommend that you must right away look into implementing an easy to use CRM for your business with built-in post call automation tools, as there are several affordable Salesforce Alternative CRM solutions available today which will be worth far more than the cost of the system for finding rapid revenue and business growth. 

How to Re-Engage Your Alternative Financing Customers Using MCA CRM Software

Be it Merchant Cash Advance or any other business, customer retention is as critical for a company like customer satisfaction, if not more.
Therefore, to put things in the right perspective, it has been found in a research conducted by Harvard Business School, that increase in customer retention rate by just 5 percent can boost profits by 25-95 percent.

However, to retain a customer for a prolonged period of time does not just happen on its own. This is because; to retain customers it needs periodic re-engagement with the customers to remain on top of their mind.

Now that we have established the fact that your MCA business needs to retain its customers for long term success of your company, let us take a look at some of the ways you can keep your customers engaged to increase the chance of retaining them:

So how do you improve your customer retention plans?

1. Personalization Is Key

Although it might not be practical to compose a separate message for every single customer but segregating customers into groups using MCA CRM software (based on history, location, loan preference, business size, etc.) and thereafter sending group-specific messages can also go a long way in establishing an emotional connection with your customers.

Merchant Cash Advance CRM software systems make it easier for MCA businesses to not only retain important information about each customer in the CRM database , but it even allows businesses to send their customer personalized messages and emails based on that information.

2. Add rewards

One of the very first questions that pop in our mind when someone asks us to do a favor is: “What is in it for me”?

Even though attending to a small feedback-form most often takes nothing more than just a couple of minutes, most customers do not bother to write a review, or fill out customer feedback forms unless they get something in return.

Hence a great way to guarantee reviews or feedbacks from your existing MCA customers is by paring your request with a reward.

In fact, offering rewards to customers for their reviews and feedbacks helps in two ways:

• Primarily, customers feel more connected with your Alternative Financing business since once they are assured of the reward they feel it necessary to spend a few moments to think about your services and thereafter write the review.
• Secondly, the customer will return to your business once you make necessary changes in your workflow based on their suggestions, which shows your care and encourage a sense of responsibility towards your customers.

3. Great service assures higher chances of retention

The greater your service is to your customers the very first time, the higher are your chances of retaining your customers over time.

This is because when it comes to service, as always quality is a factor that beats speed.

This statement can be substantiated by the statistics that more than 86 percent of customers in any business are willing to pay more if that guarantees an enhanced customer experience, as reported by Oracle.

Another aspect that delivers great customer service is making customers feel that they are known by your organization.
Although casual conversation with customers might at times seem unnecessary, however, there are many experts those believe that customers like it when they are shown that they are important and are not rushed for accepting your services.

Choosing the right platform for customer service is also very critical. Since for certain businesses email might be still the acceptable means for communication, while for others, live chat may be an absolute necessity to conduct their business.

4. Share customer feedback on social media

Sharing contents that are engaging on social media networking websites play an important role in improves the chances of customer retention for your Cash Advance business.

Additionally, sharing reviews of the existing customers on social media networking websites have also proved to be a powerful tool for the purpose of engagement as customers find it more credible when hearing from people who have actually used your MCA service.

5. Schedule your interactions with your customers

You are most likely to make your follow-ups with your customers and if you have a schedule monitoring tool like Merchant Cash Advance software that allows you to set up follow-up emails and calls.

As a matter of fact, Merchant Cash Advance CRM software that comes with integrated appointment scheduling tools can go a long way in making sure that you meet the expectations of your customers.

Conclusion 

Therefore an MCA CRM solution not only makes life easier for Cash Advance businesses who are trying to enhance the CRR (Customer Retention Rate) of their firms, but it also helps in improving overall Customer Experience (CX) by providing valuable insights about the customers at a periodic interval for rapid business growth . 

4 Most-Essential CRM Integrations for Startup and Small Businesses

If you are a startup, large enterprise, or small business any good easy to use CRM software helps businesses to organize their contacts in the CRM database , follow-up with leads and prospects till you close the deal. 

Nevertheless, modern-day CRM platforms do a lot more. 

Therefore best small business CRM software solutions aids in generating leads, capture and nurture them and thereby make your business grow and prosper in a holistic manner. 

Now, if you are also an entrepreneur and understand what is CRM you must know what I am talking about since modern CRM platforms can help you do marketing, sales, and follow-ups with some key integration that can help you to perform your task that includes:

1. Email

When you are operating a business, you can save a considerable amount of time if you have one place where you can have your contacts and from where you can receive and send emails. 

This is because it becomes highly bewildering if you have to look back-and-forth between windows to synchronize contacts from your CRM. 

Add-ons such as one that integrates with best small business CRM software like Gmail, MS Outlook is most essential for seamlessly managing your email, task, meeting, and contact on a single platform by providing two-way sync to the user of the software.

2. Email Campaigns

Email marketing in the present times is one of the most useful means of communication that helps in qualifying after nurturing the leads. Therefore, it most necessary that you must have email marketing software platform like MailChimp working in complete harmony with your easy to use CRM. 

Integrating email marketing software not only saves time by working from within your CRM to design the emails and create targeted email lists, but it also reduces the trouble of maintaining two sets of customer data. 

Additionally, with proper integration of a CRM with email marketing software, it helps in even tracking how your campaign performed for business growth. 

3. Telephony

By integrating a software like RingCentral and/or Skype Call with easy to use CRM users can dial and log calls through the telephony software inside the CRM in a smarter way to enhance the productivity and enrich customer interactions. This integration is perfect for small businesses who want to have a reliable voice service inside their CRM for efficiently managing customer phone calls.

Moreover using this integration once the call is completed you can even add call disposition which will be directly associated with the lead, or contact, or account.

4. Accounting 

The main objective for integrating accounting with easy to use CRM software solutions is not to do better accounting but to boost your sales and grow revenue. 

Therefore integrating financial and accounting software like QuickBooks CRM software aids in unlocking the valuable data that is locked inside the accounting software and use it from your easy to use CRM to drive sales and customer engagement for business growth. 

Using this integration user of the software can continue using QuickBooks for the purpose of accounting and at the same time view invoice and payment information, products and customer details directly in the CRM, which can be thereafter utilized for creating reminders, follow-ups and customer service using business process automation found in most best CRM for small business. 

Additionally, QuickBooks CRM software platform also helps in avoiding double data entry as the prospect moves along the journey from being just a lead to a long-paying customer.  

Conclusion

Therefore if you a have CRM in place or about to select your best CRM for small business, using these four integrations will help your business to streamline customer interactions the right way. 

How to Choose the Right Sales Process for Your Business Growth

A one-size-fits-all kind of mentality has become the norm in the sale of SaaS solutions right now. In fact, this approach towards selling has become a scourge, and so businesses that adhere to this notion that a wonder drug process will work for their brand and business are in major danger of losing revenue now.

For an example, if you visit websites like YouTube and LinkedIn you will be able to view a torrent of prescriptive videos and articles from experts those who claim to know the secret sauce of growing sales for your company.
Now as everyone is claiming that their way is the only right way for creating a sales process that will usher a rapid business growth , it becomes really difficult for companies the perceive whom to believe for boosting their sales and revenue in a competitive business landscape of the present times.

Therefore, the only answer to this problem is: Trust your knowledge and your data.

What Is this “One-Size-Fits-All” Attitude?

Everyone desires to be an “Influencer”. This is because influencers most often find the opportunity to get invited to speak at conferences, which makes them socially taller and more attractive over the course of time.

However, whether a thought leader’s speech is worth listening to depends on whether they can back up their ideas with lessons they learned in real life. Since, if it is not, and they do not have real experience, they cannot be considered as leaders but can be marked just as “Promoters”.

On the other hand, a “Practitioner” is a teacher. Since it is only a practitioner who can speak about which process will work in a specific situation.
Practitioners are the ones who can explain why a process that promotes transactional sales, does not work for strategic sales, or why some types of sales require involving SDR (Sales Development Representative) and others don’t.

In other words, practitioners do not have to convince that their process is the best as they have nothing to profit from even if their audience accept and adopt their ideas.

Therefore, while a Promoter promises that their processes ‘will‘ work for your business, a Practitioner asks ‘whether’ a solution will work for your organization.

The Risks of a Bad Fit

Succumbing to the long believed myth of one-size-fits-all can be a crucial mistake for any organization, but small and midsize startup businesses have the most to lose.
This is because, startups and small businesses need quick wins, but their sales teams do not have enough experience to understand the best way to sell their specific product or service to a particular market, an uncertainty that makes them vulnerable to the latest sales processes that are making noise on social media platforms.
Since everybody might be saying that their latest sales process is the smartest method that will deliver 

big results and any business not using it is sure to fail and get doomed, therefore the temptation to squeeze your own organization into the template is strong.

For example, the latest buzz about ABX (Account Based Experience) about which we have written and spoken a lot is not for everyone, as ABX is not only expensive but it also requires a lot of time and resources to track and analyze its progress for successful sales. Hence ABX is great for high-dollar enterprise and strategic sales, although not all organizations require such an intensive approach.

Customers Cost Money

Now, there are two factors you need to ask yourself before deciding on your sales process.
Firstly how much does it cost for your business to acquire new customers and secondly what is the average value of your customer over its lifetime?

Moreover, you also need to think whether you are into B2B or B2C business, or what are your customer segments, whether you are practicing high-velocity or strategic sales, is your procurements mapped to your sales cycles, and many more variables that can provide you a direction that you need to build your sales process which is going to make sense for your company.

There are several startups and small businesses that do not think about the cost of acquiring new customers and prioritize top-line growth for their brands by just showing that they are signing up a lot of people for selling their offerings.
Therefore, when small and mid-sized organizations spend more on winning new customers than they can profit from their new business, profitability at an early stage does not always indicate success.

Although most small businesses and startups view this as temporary pain, the problem lies when this temporary pain becomes a long-standing habit and this costly sales process gets engrained into the company’s DNA.

Dirty Data Is a Culture Problem

Collect your own data and keep it clean.

We have seen that there are several startups and small businesses that do not have enough data since they do not use easy to use CRM platform. Although even those that have their best small business CRM software to track their accounts do not keep their data in their CRM database clean.

Mostly human errors are to be blamed for the accumulation of bad data in the CRM. Duplicate records, mis-keyed information, notes associated with wrong customers are some of the mistakes that are always going to happen, but businesses should have a process and necessary tools to correct these issues.

There is another more insidious problem which is most often bonded to the company’s culture. At the end of each quarter, the sales managers in any organization want to show that they have an impressive sales pipeline. Therefore, they pressurize their sales reps to close deals even before the month gets over, a pressure that drives reps to make aggressive predictions about sales that are not going to close before the quarter ends.
Now, when these deals do not close, the reps appear to fail in their job, whereas the truth was that the deal was never matured that far in the very first place.

Specialists Can Force You Into the Wrong Mold

Every startup and small businesses want to view big names on their company’s ‘About Us’ web page. This is because having endorsements from big names transfers trustworthiness to an unproven product or service by telling the leads and prospects “We may be new, but look who believes in our brand.”

Therefore, hiring people because of their pedigree can be a big mistake for startups.

Hence, if you hire a sales rep from a global enterprise, someone who brings expectations and make him sell a SaaS product that is priced $20 a month, this is dangerous as the sales rep just does not fit with the stage your company is in.

Most modern account executives today are specialist, and so since they have not got their hands dirty in a long time; they are unaware of how to build their sales pipelines.

Now when you put someone like this in charge of building your sales team, that leader is going to bring their old processes with them, which can make you get confused and wonder why you are losing customers so fast.

Therefore, it is best to hire smart people who understand what to focus on at the current moment in the company’s maturity which is the only way to harness stellar business growth. 

Always Be Assessing

Lastly, do not stop assessing, since just because you got it right today, it necessarily does not mean you should not be tuning and adjusting your sales machine tomorrow.

Hence, as your markets change, buyers change, and your products change, even if you found a perfect one-size-fits-all solution sales process for your business today, do not count on it to work for you tomorrow like a perpetual motion machine.