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The Hunley Group Blog: CRM Best Practices – Stop looking over your shoulder, and start driving from leading indicators

Using Lagging Indicators is Just Looking Over Your Shoulder Yay! You hit your sales bogie!  Big whoop; that was easy … to measure.  Because it’s all a done deal, and you know you have the win.  It comes out of the ERP database.  And man, that is traditional sales management - set a bogie, hire the rep, give them a phone, measure their sales performance.   Mission accomplished?  Gosh, we hope not.  Because all sales results can tell you is that you did win.  And if you’re in sales and marketing, you want to be measuring the things that tell you that you will win.  Next month, next quarter, and ideally, next year.  And most likely, you have a pretty good sense of what things a sales person should be doing that will lead to wins.   Looking Forward is What a CRM Should Help You Do Using a CRM right means looking forward to the right actions to take.  Then sales actuals can become more of a “well, of course, we hit the numbers” thing.   A well-architected CRM will help you excel at this. Have you clearly defined the sales activity strategy?  Do you need to build your channel?  Do you need to target new customers?  Do you need to more-deeply-penetrate existing customers?  Do you need to maintain where [...]

By |2020-06-01T20:28:33-04:00June 1st, 2020|Categories: Blog, CRM, General|0 Comments

The Hunley Group Blog: The Salesforce Feature that your Company Should be Using During Covid-19

The Salesforce Feature that your Company Should be Using During Covid-19 By: Rob Hansen and Lauren Thompson Contributions from: Jennifer Borkovich   Why should I be using Salesforce Communities with my customers...? During this time of the COVID-19 pandemic, most businesses have had to move from an everyday office to a virtual team. Keeping in touch with and staying engaged with clients in these circumstances is challenging, but now is also when customers need it most. We have seen how Salesforce Communities can alleviate some of these challenges. Customers rely on constant communication, and communities are one way to keep an open conversation, keep customers up to date on projects, and answer questions quickly. What are Communities, and how can it help my customers…? As noted in our team blog post, communities are branded spaces for people to connect online. Salesforce Communities look like any other website but have the power of Salesforce behind them. But Salesforce communities differ from email and other channels in that they are secure and have the data directly accessible from your Salesforce.  You have probably interacted with dozens of Salesforce Communities when you are shopping online or researching a product and do not even realize it. Communities for customers is a self-service that easily connects them to business data, empowering them to manage their [...]

By |2020-05-04T08:51:48-04:00May 4th, 2020|Categories: Blog, CRM, General, team, Uncategorized|0 Comments

The Hunley Group Blog: #WFH – Lessons from a 100% Virtual Company

#WFH - Lessons from a 100% Virtual Company The rising threat of the novel coronavirus has forced businesses to scramble to move their teams to home offices. It’s disruptive upheaval; it all feels shockingly different. #WFH (Working From Home) is the new normal. Yet as our country starts practicing Social Distancing, The Hunley Group team members are having a surreal experience. Because there is no change for us. We’re a fully virtual company; have been for the ten years we’ve been in business. Maybe we can share some tips and tricks to help you and your team transition smoothly to our virtual working world. Get a routine in place.  Start your day off the same way you would if you were heading to the office. Get up, dressed and ready, and get to your desk the same time you would in your normal routine. Maintain your regular hours if possible. Relish the fact that you have no stressful commute! Watch the hours! No, not working too few - working too many! One of the benefits of working from home is flexible hours, but you can often get lost in your work because the distance between the mouse and the dinner table blurs. You don’t have to work 9 to 5 but keep the number of hours you work as normal [...]

By |2020-03-23T00:13:54-04:00March 22nd, 2020|Categories: Blog, General|Tags: |0 Comments

The Hunley Group Blog: Clean Data. What a concept.

Clean Data. What a concept. Well, There's really no such thing as a pristinely clean database is there? We’ve never seen one. How about CRM databases? A CRM is open-access for a lot of users, many of whom may ... let’s say ... not have too much discipline about what they put in. And you’re loading up website leads, trade show leads, list purchases, prospect databases, and countless other sources. So CRM databases over time can get really dirty. Let’s define “dirty“because that can mean a lot of things. Here are the usual suspects: Duplication. Big one. Companies, contacts, leads, etc. Non-standardized data, such as all-caps FIRST NAME or all lower-case, phone numbers without hyphens, Inc. and Incorporated, MA and Massachusetts, ZIPs in the Northeast US without a leading zero, etc. Missing data fields, such as blank phone numbers, ZIP but no City/State, no website, blank email address, etc. Incorrect data fields, such as invalid phone, ZIP, or email address, wrong company on contact, and on. Missing data records, such as incomplete lists of prospect companies or companies with no contacts. Mis-targeted data records, such a database full of prospects that are poor fits for your business. We’ve seen all ends of the spectrum here in terms of poor data hygiene, and many different mindsets for dealing with it. Clients [...]

By |2020-03-08T20:05:14-04:00March 8th, 2020|Categories: Blog, CRM, General|Tags: |0 Comments

The Hunley Group Blog: Building Products Manufacturers – Put your Dealer (Contractor) Locator on steroids

  Building Products Manufacturers - Put your Dealer (Contractor) Locator on steroids   If there’s anything ubiquitous about a building materials company’s website, it’s a dealer locator. (Or contractor locator. Or both. How about we just call it a “Locator” for this post?) Now, what would you like your Locator to do for you? Well, if you put in a postal code, you’d like it to return a list of the closest dealers or contractors closest? What else would you like? Let’s think about that for a minute; hmm ... Well, first you’d like that list to be current and accurate. You’d like to maintain the underlying database that gets polled to be easy. Or maybe even zero effort on your website. You’d like to be able to prioritize your best (or preferred) dealers & contractors so they show up first You’d like to rotate through those favorites so everyone gets a shot at the top You’d probably like to be able to let your contractors and dealers choose which ZIPs they show up in, not just which they’re closest to, since their shop might be pretty far from the chichi neighborhoods most likely to make big purchases. You’d like to let your customers connect directly with your partners, but have some control over knowing that they did You’d like [...]

By |2020-02-23T19:41:12-05:00February 23rd, 2020|Categories: Blog, Building Products, CRM, General|Tags: , , |0 Comments
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