Ross Keating Articles by: Ross Keating

To Use or Not to Use a CRM System

To Use or Not to Use a CRM System
By December 7, 2016 CRM, Sales, Small Business, Technology

Research by Salesforce shows businesses using a CRM (Customer Relationship Management) system are likely increase productivity by 30%.

Should we use a CRM or not to use a CRM? is a question many executives and business owners ask themselves. Read more ›

How a CRM Helps Business Development and Business Relationships

How a CRM Helps Business Development and Business Relationships

Business Development is more than prospecting, cold calling and making the sale.  Today the business has to be able to build relationships with people who they might not yet know and are in the market for their widget.

Wait a moment I hear you say…“How can and why can a business be expected to build relationships with people they don’t know and don’t know the prospect is in the in the market for their widget?”  I’m delighted you asked. Read more ›

One Secret to Help You Achieve Your Revenue Goals

One Secret to Help You Achieve Your Revenue Goals

Imagine you are one of the 82 auto repair and service shops shown in this Google map and you are either not achieving your revenue goals or want to increase revenue this financial year.

The distance from one end of the road to the other is about 7 kilometres (4.5 miles). This means on average there is one competitor to your business every 85 meters (50 yards)! Read more ›

How to Build Customer Loyalty and Increase Revenue

How to Build Customer Loyalty and Increase Revenue

A recent survey of retail loyalty by Colmar Brunton published in RetailWorld April 20th issue notes that “30% take advantage of their supermarket loyalty card but do not believe it adds value to their shop”! Read more ›

Embrace CRM and Watch Sales Soar!

Embrace CRM and Watch Sales Soar!
By August 7, 2013 Social Selling

“So… right now these customers haven’t heard from a sales representative for at least 2-5 years or more.  Is that right?”  I asked.

“That’s about it.” they responded.

My next question was “And how many customers are there in this group?”

“We’re not too sure, but across the three business units, around 40,000.”

For me this was an absolutely, fantastic opportunity.  For the business it was a huge missed opportunity in terms of share of wallet revenue. Read more ›