What You Enter In CRM Directly Reflects on Your Ability to Do Your Job

Getting Past Yes

When entering notes and history into CRM systems I am an advocate of what I call the “bus” theory.  If the salesperson working the account was hit by a bus on the way to work the next person to work the account should have all of the information necessary to close the deal.

Information that I feel is crucial is:

  • Does the contact have budget approval?
  • Who are the other stakeholders in the process?
  • Is the sale tied to a project if so what is the go live date?
  • What do the company financials look like?
  • What competitors are in the bidding process?
  • What are the next steps – a meeting or scheduled call?
  • What are the prospect’s concerns and objections?

Other helpful information could be:

  • The gatekeeper’s name.
  • Facts that were discovered during bonding and rapport – hobbies or interests.
  • Links to the prospect’s LinkedIN profile or Twitter account.

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