Wearing socks with sandals. Playing video games in your parent’s basement at the age of 35. A cry for help can manifest itself in many ways. When it comes to your CRM, the cry will likely sound like low adoption, lack of alignment, and poor data hygiene. It turns out that there is a lot of CRM-inspired crying going on. According to Forrester, more than half of CRM implementations over the past 12 months were not successful. That’s sobering news, as the stakes are a lot higher than a Birkenstock-fueled fashion faux-pas. According to Forrester VP and Principal Analyst Kate Leggett, revenue leaders should address the two main reasons CRM projects fail: lack of strategy and poor change management.
There has been a lot of buzz around Wordle, air-fryers, and crypto-currency over the past year, but none of these can hold a candle to CROs, well, at least not in the world of B2B. If your company doesn’t already have a CRO, it’s likely talking about getting one, stat! If you think about all that CROs do, that should come as no surprise. If you can’t think about what they do, you’ve stumbled upon a key challenge. According to Warren Zenna, founder of The CRO Collection, there are three things you need to do if you’re looking to bring on or enable a CRO within your organization. Understanding the role is just the start. The right approach will take you from “C-R-Oh, no!” to “C-R-Oh, yeah!”
IN THE GROOVE
Luxury sales accommodations
A jacuzzi tub, plush spa robe, and an unbelievable location are all things you’d expect from a luxury hotel brand like Auberge Resorts Collection. However, there was one thing its sales leadership couldn’t enjoy: visibility into its Group Sales activities. Auberge Resorts Collection knew the problem wouldn’t be easy to solve. Not only did they need to find a solution that would fit seamlessly into their reps’ workflows, they also needed to work with its sales and event management suite Amadeus/Delphi. Fortunately, they found Groove. Because Groove and Amadeus are both built on Salesforce, they worked seamlessly together. Find out how Auberge Resorts Collection gained 100% visibility and improved rep productivity with Groove in our latest case study.
Happy employees = good product
Last week, we told you that Forrester named Groove a leader in The Forrester Wave™: Sales Engagement, Q3 2022. Well, this week, we are feeling pretty darn good about something else – Comparably announced that Groove won three 2022 Best Places to Work Awards for Happiest Employees, Best Company Compensation, and Best Company Perks & Benefits. Not only does our product rock, but so does our work culture. We make investing in employee happiness a top priority, which is why we are able to attract and retain top talent to make a top product. But, before we spill all the beans on what’s so great about Groove, read it for yourself on our blog.
LEARN SOMETHING NEW
You have heard of FOMO. You have probably felt it too – it’s that feeling you get when you weren’t invited to the party and you feel like you are missing out on all the fun things that are happening. Salespeople love instilling FOMO to get the buyer to sign as quickly as possible. However, sales researcher and co-author of The Challenger Sale, Matt Dixon, argues that Fear of Messing Up (FOMU) is what’s really driving buyer behavior. Buyers aren’t worried so much that they are missing out on the fun; they are worried that if it doesn’t work out, it’s their head on the chopping block. In a recent interview with LinkedIn, Dixon suggests three tactics to ease down the FOMU in your buyer. Don’t get FOMO about FOMU, read the article today.
Calling all sales development leaders
It’s a bird! It’s a plane! It’s a sales development leader! If you are the superhero sales development leader in this intro, this one is for you. The Bridge Group is conducting its 2022 – 2023 survey on SDR motions, metrics, and compensation research, and they need your help. Why are we promoting this, you may ask? Well, we believe in data and science. To make this SDR research as unbiased and complete as possible, it is imperative to get a broad sample size. So go on, help sales researchers understand the current landscape of selling by participating in the survey. Two karma points for you.
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