Accelerate Podcast with Andy Paul
February 2, 2017

How to Get Your Sales Team to Adopt Your CRM Tool. With Timo Rein. #371

Joining me on this episode of Accelerate! is my guest Timo Rein, Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business).

KEY TAKEAWAYS

[2:19] After about a decade in sales consultancy, Timo Rein co-founded Pipedrive in 2010, to help salespeople around the world to manage complex sales processes.
[2:52] Timo grew up in the Soviet Union, which collapsed when he was a teen. The fall was hard on his grandparents and parents, whose pensions were lost. Timo was excited to be part of the nation of Estonia, independent again in 1991.

[6:21] Timo looked at the sales management tools available in 2000, and after a costly implementation for a business, found his sales people were still using sticky notes, instead of the CRM.

[7:34] Customers asked him about putting analog-style tracking tools into software, and that started them on the path to creating Pipedrive, as a tool to benefit salespeople.

[11:59] Pipedrive’s model is self-serve SaaS, so anyone in a company can use it. In some cases, management sees this usage, and makes it an enterprise purchase.

[13:12] The look and feel of Pipedrive is unique. It attempts to strike the balance between functionality and simplicity. It is a daily sales productivity tool, not just a reporting tool.

[15:23] What management wants, at the end of the day, is to sell in such a way that the focus is in the right place, most of the time. Pipedrive helps salespeople focus on the right opportunities — more on sales, than on engagements.

[18:15] The intent of Pipedrive is to close deals by the process of moving a contact from prospect to customer, helping you control your activities, to become more successful in sales.

[21:02] You can look at sales productivity mathematically. Performance is measured against results for a given period. Tools are productive if they move you towards results.

[26:10] Instead of focusing on the average sales cycle length (a result), if management saw the sales hours going into the cycle, they could focus on sales hours and actions, (controlled factors), to reduce the sales cycle length.

[27:43] Simplicity of use of the tool is important to getting the salespeople to use it. If it is not being used, it is not helping. If used, it helps performance, but the next step is helping real sales productivity.

[29:20] Business software was once considered difficult and clunky, but is now becoming consumerized. Categories of tools are blending. The more functions one interface can address simply, the better chances it has for adoption.

 

November 10, 2016

How to Accelerate the Growth of Your Sales Through Automation. With Craig Klein. #302

My guest on this episode of Accelerate! is Craig Klein, Founder and CEO of SalesNexus, an integrated CRM and Email Marketing Automation platform, generating leads for small and medium sized businesses. Some of the key topics that  Craig and I discuss in this episode are the development of online and mobile CRM, why CRM implementations fail, and Craig’s suggestions on how to get started with integrated marketing automation and CRM.

April 17, 2016

The Best of Accelerate! The 5 “E’s” of Social Business Success. With Jon Ferrara, CEO of Nimble.

In his unique high-energy style, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, shares his “5 E’s” of Social Business Success. You’ll have to listen if you want learn these essential keys to becoming a trusted advisor to your customers, to creating lasting value-based relationships and to building a community that produces a steady stream of referrals. If you’re in sales, service, management or leadership, then you will definitely want to invest some time to listen to this episode!

March 23, 2016

On Accelerate! Now: Episode 118 with Nikolaus Kimla. The Future of the CRM System.

Nikolaus Kimla is the founder and CEO of Pipeliner CRM.  In today’s episode, among the topics Nikolaus and I talk about are:

  • The future of CRM systems and how they will evolve.
  • Whether companies will still need CRM systems.
  • The reasons why most salespeople are slow to embrace the use of a CRM system.
  • How Pipeliner is addressing the shortage of true sales solutions for sales reps.
February 24, 2016

On Accelerate! Now: Episode 98 with John Golden. CRM Systems Should Work For Sales Reps; Not The Other Way Around.

In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are:

  • Why every sales organization needs a CRM system
  • How the increased velocity of business in general demands more process and structure in sales
  • How CRM systems need to evolve from being “command and control” systems into tools that help sales reps close more deals.
  • Are CRM systems, in the form we work with today, in danger of becoming obsolete? And what could replace them?
  • The essential criteria business leaders should use to evaluate and purchase a CRM system

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.