Revenue Riser podcast: CRM: actionable insight that drives sales
Do you use your CRM to look back or look forward? Is it a repository or an optimisation tool? Does it help you to predict trends and accelerate sales processes or is it a tick box exercise your sales team prefers to avoid? In this episode, Anna's joined by two sales and marketing data specialists, Travis Davis of PointnTime and Melanie Foster of Harness, to highlight ways to put your CRM at the heart of your sales growth.
Meet the guests
This episode is all about how to use your CRM data to close more sales. Companies invest heavily in CRM tools, but how much are they really leveraging the rich data potential that sits in these platforms? I'm your host, Anna Britnor Guest, and I'm joined by two CRM data specialists.
Melanie Foster is the founder of Harness which specialises in data optimization for the technology and maritime sectors. I first got to know Melanie a number of years ago when we she was a client and collaborated on a sales enablement programme. I've always been impressed by her pragmatic but logical and structured approach, particularly when it comes to leveraging data to inform sales and marketing strategy and tactics. We've also walked a fair few miles together during covid whilst debating and sparking ideas about sales and marketing transformation and effectiveness.
Travis Davis is the founder of Point N Time whose Salesforce plug-in StrategyMapper provides greater actionable insights for accounts and opportunities. I first met Travis a few years ago when I was looking for a better and more visual way to capture opportunity intelligence. Travis has a real handle on the complex consultative sales world. And like Melanie, he's also great fun to work with, and full of down to earth advice.
Optimising CRM is a huge topic, and we'll dug into quite a few details in our convesation. I started by asking Melanie for her assessment of how well companies are using CRM today. Find out what she and Travis recommend by listening now.
CEO, Point N Time
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