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ROI from CRM: 3 Strategies to Uncover & Convert Sales Opportunities
Event Date:

Success with CRM doesn't start with the technology; it starts with your sales process.

In the second webcast of our quarterly series, Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, hones in on a critical part of that process: sales opportunity management.

Opportunity management is the entire front end of the sales process. It adds visibility to what’s coming down the pipeline and is your leading indicator for growth. In this webcast, Gardner provides practical tools to help your team move beyond reactive opportunity management to a proactive approach that allows you to uncover and convert new sales opportunities.

In this 60-minute webcast, you will learn:

  • How to get in the driver’s seat of opportunity management and be proactive rather than reactive
  • How four-dimensional account profiling gives your team a clear road map for getting maximum ROI from CRM
  • How a "start slow and grow" philosophy can help you increase buy-in and improve your top and bottom lines


Sponsored by:
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Brian GardnerBrian Gardner, Founder and Lead Evangelist, SalesProcess360
Brian Gardner spent more than 20 years in technical and industrial sales in the process control and instrumentation industry. He founded SalesProcess360 to share best practices with industrial sales companies and help them think differently about sales process and CRM. 

Eric Smith, Associate Editor, Modern Distribution ManagementModerating – Eric Smith, Associate Editor, Modern Distribution Management
Eric joined MDM as Associate Editor in September 2014. A native of Memphis, TN, Eric is an award-winning journalist who earned a Bachelor of Arts in English from Rhodes College. Among his many writing stints, he has worked as a sports reporter in Alaska, and also has written for a children's hospital and major university. Prior to joining MDM, he spent close to eight years as a business reporter and editor for The Daily News in Memphis – renowned as America's Distribution Center – where he covered logistics, distribution and commercial real estate. While covering a wide range of distribution-related topics, Eric is interested in warehousing, shipping and supply chain management.
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