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The world of sales has changed in recent years. Large number of sales reps are beginning to notice that buyers come much more prepared to a pitch, having researched products before initiating contact.

Consultative selling meets this challenge head-on. It goes beyond making a pitch and helps sales reps understand the homework your customer has already done and add value beyond it.

Check how to connect your insights and solutions to what the buyer already knows, filling in the gaps and providing real value.

Understanding consultative selling

Consultative selling is like being a helpful advisor. You’re there to figure out what they need, even if they don’t know it yet. It means asking the right questions and listening to their answers. Then, you use what you’ve learned to suggest solutions that work for them.

Consultative vs. solution selling: what’s the difference?

When it comes to selling, two styles often pop up: consultative and solution selling.

Let’s break these down to see what sets them apart.

Consultative selling helps you see the wider picture.

Avoid just scratching the surface here – ask questions that help you to understand every layer of the customer’s world.

Your goal is not just to sell them something, but also to guide them towards their bigger goals. It’s strategic, with a focus on building relationships that last.

Solution selling, on the other hand, is about here and now.

It spots an issue and quickly throws a lifeline. You’ve got a problem? Here’s the tool to take care of it. This approach is about immediate solutions, matching a product directly to a need. Quick fix, and it’s done.

While the consultative selling process takes its time, building a foundation for long-term growth, solution selling goes straight for the quick win.

Both have their place, but knowing when to use which approach can make all the difference.

Product vs. solution

• Product: This is something you can touch or use, like a gadget or an app. It’s made without a specific buyer in mind.
• Solution: This is often tailor-made. It combines different products or services to tackle a specific customer problem. It all comes down to the ideal match for the demands of the client. Consultative selling usually ends with a fitted solution.

In sales, solutions beat products hands down. Solutions are custom-fitted to tackle real-world problems. It’s like choosing a bespoke suit over a one-size-fits-all.

Consultative selling turns you into a trusted partner. This approach is more about the value you bring to the table than the stuff you sell.

So, keep it simple and straightforward. Help your customers by understanding their challenges, and offer solutions that make a difference. That’s the essence of consultative selling – but we’ll go into more detail below.

7-steps to winning deals through consultative selling

Switching to a consultative selling approach changes the game when it comes to closing deals. Follow this 7-step guide to navigate from knowing your customers deeply to sealing deals successfully.

1. Preparation and research

Jumping straight into a sales pitch? Hold up. The key to consultative selling is getting a solid understanding of who your leads are before you even think about selling. Sales reps need to know their industry, their role, and the hurdles they’re facing so they can set the stage for meaningful conversations.

Four tips to finding the right leads fast

1. Define your ideal customer: Picture who really needs your solution.
2. Scout the right spots: Find out where your potential customers spend time online. LinkedIn, industry forums, and social media are all good bets.
3. Engage, don’t pitch: Start conversations. Share insights. Be helpful.
4. Use tools: CRMs can help you track potential leads right away, so start using one as soon as possible.

Research customer needs and offer relevant findings

To deeply understand prospective customer needs, start by exploring their digital footprint. Check their website, social media presence, and online reviews they left to grasp the topics they discuss and the feedback they receive.

Next, engage in social listening using tools like Google Alerts or social media monitoring platforms to catch real-time mentions of your company and its products. Additionally, you can verify the comments they make about your competitors.

Check industry reports, news articles, and trend analyses for a bigger picture – to identify common challenges within their sector and note how your leads might – or want to – address these issues.

If feasible, directly interact with your leads through surveys or informal conversations, asking key questions such as “What’s your biggest challenge right now?” to gain direct insights.

Finally, analyze all gathered data to detect recurring themes, challenges, or desires.

2. Engaging the Lead

After gearing up with the right information, the next move is to reach out. This stage revolves around genuine interaction. A balanced exchange requires listening attentively and not fighting to speak.

Listen, listen, listen

Active listening goes beyond catching words. It involves fully comprehending the intent and concerns behind them. Reflect on what they’ve said and pose clarifying questions. Taking the time to understand their situation shows that you care.

During the conversation, focus entirely on what the lead is saying. Avoid distractions and instead nod and make affirming sounds to show you’re engaged if needed. Repeat back what they’ve said in your own words to confirm understanding. Your goal is to make the lead feel heard and valued.

Lead the conversation

To lead is not to overshadow but to guide the discussion toward uncovering the lead’s pain points. Your role is to set the tone, the pace, and ensure that your lead has a lot of space to speak.

Begin with a broad, open-ended question about their current challenges or goals.

Based on their response, use prepared questions to gently guide them towards revealing deeper insights. Always allow the conversation to flow naturally, but be ready to steer it back on track if it diverges too much from the core topic.

Ask consultative selling questions

Engage with open-ended questions that prompt your leads to elaborate on their business, obstacles, and objectives. Respond to their answers with follow-up inquiries that delve deeper. This method reveals critical insights, allowing you to customize your solution with precision.

Start with questions that encourage the lead to talk about their situation, such as “Can you tell me about the challenges you’re facing with X?” Follow their answers with questions that probe for more details, like “What impact has that had on your business?”

Active listening, skillful conversation guidance, and thoughtful questioning can all mark the journey of engaging a lead effectively in consultative selling. That’s how you become a trusted consultant – far beyond the traditional sales pitch.

3. Identifying needs

Analyze their concerns to figure out what’s bothering your prospect. This means getting to the heart of their main issues. Do this by asking the right questions.

For instance, if they’re losing customers, don’t just accept the fact and nod.

Ask, “How do you follow up with customers now?” or “What are churning customers telling you?” Thishelps spot the real problem, like maybe their follow-up process is weak or customers aren’t feeling valued.

Try to understand

If a prospect struggles with supply chain woes, don’t jump to offer a quick fix.

Probe deeper. Try, “What’s going wrong with your suppliers?” or “How do demand changes affect your inventory?” These questions can uncover specific troubles like poor communication with suppliers, or bad demand forecasting.

Knowing your prospect’s needs shows you understand their unique challenges. When you tailor your solutions to their needs, you will be more likely to win them over.

4. Solution crafting

You can now begin crafting your solution. Make a pitch that resonates by utilizing what you know. Make customers feel as though you have tailored your product for them.

Show how your offer tackles their specific issues. Your pitch should reflect their unique challenges. You’re aiming for a “this is just for me” reaction.

Show value proposition

When you talk about your solution, focus on teaching, not selling. Break down how it works in simple terms. Connect the dots between their problems and how your solution fixes these. Use stories of similar clients or short examples. In this way, they can see the value you’re offering on a real-life level.

Become a trusted partner

You shouldn’t come across as another salesperson. You want to build trust by showing you’ve really thought about their needs and have crafted something that speaks directly to them. Do that, and you will be able to distinguish your solution and cement your position as a trusted advisor.

5. Collaborative problem-solving

Now, let’s talk about solving problems with your prospects. You work on this step as if you are on the same team as your client.

Get them engaged in the conversation

When they talk, don’t just wait for your turn to speak. You’re trying to catch every detail. This way, you find out what’s really bugging them. Sometimes, they might not even see the full picture until you help them fill in the blanks.

Brainstorm as much as possible

Now that you’re both on the same page about the problem, start brainstorming solutions together. Throw ideas back and forth. “What if we tried this?” or “How do you feel about that option?” Keep it open. This is a dialogue, not a monologue, but don’t overshadow your prospect by talking too much.

You’re helping them see how your solution fits into solving their problem. They won’t give you a try if you don’t show them the product’s worth.

6. Adapting and enhancing the consultative sales process

The consultative sales process is constantly changing, and so should your sales process. You have to stay flexible and tune into your customers’ needs.

Keep adapting

First up, always be ready to change your approach. What works for one potential customer might not click with another. Pay attention to their feedback. If they’re hinting at something, take it seriously. Maybe they need more info, or perhaps a different solution fits better? Adjust your sails as needed.

Create valuable content

You want to give your potential clients something that makes them think, “Wow, I never looked at it this way.” Your sales enablement content should solve problems before they even have to ask. Think guides, how-tos, and real-life success stories.

Make it so good that they can’t help but see the value in what you’re offering.

Remember, this is a two-way street. Keep the conversation going. Ask them, “Is this helpful?” or “What else do you need to know?” This way, you’re building a partnership.

7. Negotiation and closure

In consultative selling, negotiation is less about wrestling over prices and more about making sure that your solution contributes to the customer’s success.

Demonstrate how your solution will benefit them in the long run – but in addition to satisfying their immediate demands. If there’s pushback on price, steer the conversation back to benefits and outcomes. “Given the impact this solution can have on your efficiency, the investment pays off in just a few months. What do you think?” Show them the cost of inaction.
The FOMO phenomenon is known – and widely used in sales – for a reason.

Closing strategies for success

Closing in consultative selling feels natural when you’ve built a solid relationship. To close your deal smoothly, follow these steps:

• *Summarize the journey: Remind them what you’ve covered together with the potential clients. “We started looking at X problem, explored Y solutions, and here we are with a plan that hits all your goals. How does that sound?”
• Ask for the close: Sometimes, all it takes is to ask. After outlining how your solution fits their needs, simply ask, “Does this look good to you? Shall we go ahead with the proposal?”
• Address last-minute hesitations: If they’re hesitating, there’s likely an unresolved concern. Dig in gently, “I sense there might be some hesitation. Can we talk about what’s holding you back?”

Using consultative selling to close means you’ve spent time understanding and building a solution together. At this point, closing becomes a natural step forward, not a high-pressure moment. Keep focusing on how your solution makes their life better, and the deal will close itself.

Implementing the consultative selling process in your strategy

Take a closer look at your customers, and find out what makes them tick.

To integrate consultative selling into your sales strategy, follow these steps:

1. Train your team

This is the very first step in adopting consultative selling.

Focus on essential skills such as active listening and tailoring solutions to fit customer needs. Bring in examples from the real world and set up practice scenarios. All of that helps the team grasp concepts better and apply them effectively.

Real-life situations make the lessons more relatable. They also prepare your sales professionals for the variety of challenges they’ll face in the field.

The goal is to equip your team not just with knowledge, but with the ability to think on their feet and adapt their approach to each unique customer interaction.

2. Build a learning culture

To really succeed at consultative selling, create a culture where learning never stops. Push your team to keep up with customer industries and the challenges they face.

Make sharing insights a regular thing. Maybe start an internal blog where team members can post what they’ve learned or hold weekly meetings dedicated to discussing new trends and solutions.

Keep everyone sharp and ready to meet customers right where they are. Stay curious and always looking for ways to understand and help your customers better.

3. Update sales metrics

Revamp your approach to measuring success by focusing on more than just mere sales figures. Include metrics like customer satisfaction scores and the effectiveness of the solutions you’re offering.

For example, after closing a sale, send out a survey to gauge how satisfied the customer is with the solution provided. Use a scale from 1 to 10 to make it easy for them to respond. Also, track how often your solutions solve the customer’s problem on the first try.

Consequently, you align your team’s efforts with the core goal of consultative selling: building strong, lasting relationships with satisfied customers.

4. Improve CRM use

Upgrade your business operations to fully capture the data from each customer’s journey. They should detail their problems, your solutions, and the outcomes.

You might consider using a CRM for this purpose. Note down specifics like issues raised during calls, the personalized solutions offered, and the follow-up results.

For example, if a customer flags a billing process issue, record this in the CRM along with the billing solution you suggested and how it helped streamline their operations. With this setup, your CRM becomes a powerful tool and your team gets more context for smarter, helping them make more informed decisions.

CRM software like Capsule CRM can help you with this process. It organizes customer information in one place so it’s easy to access and update. This saves time and improves the quality of customer interactions. With all details at their fingertips, your team can provide consistent, personalized service.

5. Create custom sales materials

To support your consultative selling strategy, create a set of sales materials that directly address your customers’ needs.

Develop flexible presentations that can be tailored for individual conversations. These will showcase how your solutions address specific challenges. You should also tailor them to a specific user persona or industry if that’s applicable.

Include case studies that highlight real-world examples of your products or services solving similar problems for other customers.

When you create customized materials, you catch the attention you need – because they address the potential customer’s pain points.

6. Set up a feedback loop

To make your consultative selling process shine, set up a solid feedback loop.

Pick clear ways for customers and your team to share their thoughts. Think surveys for customers and regular check-ins for your team. Make sure you’re asking the right questions. You want to know what’s working and what’s not.

Don’t just collect feedback – dive into it. Look for patterns and take action. If customers want clearer communication, rework your sales materials. If your team needs better tools, find out what and get them.

Let everyone know what changes you’ve made because of their feedback. This shows you’re listening and committed to improving. Keep an eye on how these changes play out so you can adjust as you go. Most importantly, build a culture that loves feedback.

It’s how you grow, improve, and really connect with your customers and team.

7. Stay patient and keep going

Making the switch to consultative selling is a marathon, not a sprint.

To navigate this transition smoothly, recognize and celebrate every bit of progress. Why? Because acknowledging small victories boosts morale and keeps everyone motivated.

How can you do this? Set short-term goals that are easy to achieve as you adapt. When a team member successfully applies a consultative technique, highlight it in a team meeting.

Maybe even create a ‘win of the week’ feature in your internal newsletter. These actions reinforce positive behavior and remind everyone that progress – no matter how small – is still progress.

8. Review and adjust

Keep a close eye on your consultative selling efforts.

Regularly check in to see what’s working and what isn’t. You took feedback into consideration before – now let the hard data speak. Are you generating sales? Who overpromised and under delivered? Can you explain why a specific customer churned at the last mile?

Analyze, make conclusions, continuously improve and adapt.

Benefits of a consultative sales approach: Checklist

Adopting a consultative sales methodology brings a multitude of benefits. Use this list as a checklist for your sales team or stakeholders who don’t understand consultative selling… yet.

Builds trust and strong relationships

Consultative selling relies on listening and understanding.

This method shows customers that you’re on their side, aiming to solve their problems. Trust grows when customers feel heard. They start seeing you as a partner, not simply a seller. This trust leads to loyalty and better business relationships. Why? Because customers prefer working with someone who gets them.

With consultative selling, any business can turn simple transactions into lasting relationships. It’s a win-win. You help customers succeed, and they keep coming back.

Tailors solutions to customer needs

Through detailed discovery, salespeople can customize solutions that directly address those needs. This confirms that solutions match the customer’s exact challenges and goals.

As a result, customers feel understood and valued. Their satisfaction skyrockets because the solutions provided aren’t generic – they’re crafted just for them. This turns just satisfied customers into loyal ones.

Differentiates the offering

Consultative selling sets your offering apart in a crowded market. It focuses on the customer’s unique problems and creates solutions just for them.

Using this technique gives you a competitive edge in addition to making your product or service unique. When customers see that you understand their issues like no one else, they’re more likely to choose you.

You’re the answer they’ve been looking for, not just another choice. With this strategy, your offering becomes “the one” instead of “one of many.” It makes you stand out.

Enables agility and adaptability

A consultative seller stays closely connected with what their customers need, making them agile and adaptable.

They’re ready to change their approach as soon as the customer’s needs evolve. And that, in turn, keeps the sales process on track and effective.

For example, if a customer’s priorities shift, the seller can quickly update their solution to match. Such flexibility means you’re always offering exactly what the customer needs, when they need it.

Positions you as a trusted advisor

Offering valuable insights, education, and tailored solutions elevates salespeople beyond mere vendors.

They become trusted advisors and strategic partners. This transforms the buyer-seller dynamic, strengthening the relationship and paving the way for more opportunities.

Each consultative sales rep deeply understands their clients’ industries and challenges – and never stops learning more about them. They share knowledge that clients might not find elsewhere. The expertise they possess builds trust, and clients see them as partners rather than salespeople.

Consequently, they are welcomed into strategic discussions, where they can influence decisions, form long-term partnerships, and, of course, increase sales.

Focuses on customer success

Consultative selling puts the customer’s goals and success front and center.

Why does this matter? When customers see that you’re invested in their success, they might value you more. They’re more likely to stick with you for the long haul.

Short-term transactions -> long-term partnerships.

Be there to support them in reaching their goals rather than just making a transaction. Watch the partnerships pour in.

Conclusion

Today, most buyers already know what they want. Consultative selling can bring both sides of the transaction one step closer to sealing the deal.
You have to aim to build credibility, provide tailored solutions, and become a trusted advisor as a result. It’s not easy, it’s time consuming, and it’s resourceful – but it’s well worth the effort.

Find ways to better manage your sales pipeline and customer relations with Capsule CRM’s free 14-day trial.

We’ve been busy working away on the Capsule app to make it even more effective and powerful for our users. But what good are updates if you don’t know about them?

So without further ado, here’s our brand-spanking new product update newsletter. You can look forward to quarterly updates on all the latest exciting features from Capsule, what they actually do, and – most importantly – what’s in it for you. So let’s start with the changes you may have seen in 2024 so far.

The new and improved home page

Originally a simple landing page after logging in, we wanted to make the home page as useful as possible. Now, you can expect the ‘Your Summary’ tab: a centralized hub to easily access your recently viewed contacts, activities, and crucial insights about your Sales Pipeline and Projects in one convenient place.

What’s more, you can customize your view to make it work for you, by dragging and dropping sections (see the gif above).

Try any Capsule plan for free for 14 days >

Integrate any email inbox with your Capsule account

For some time, Gmail and Outlook users have been able to integrate their inboxes with Capsule. But extending that functionality to other providers has been one of our most common requests.

Now anyone can integrate their emails with Capsule – no matter their email provider. With the ability to send emails directly from Capsule, you can increase efficiency, maintain consistency, and stay focused on building strong relationships with your contacts.

Learn how to integrate your mailbox >

Say bonjour, hola, and olá to Capsule with three new languages

If French, Spanish, or Brazilian Portuguese are your native or preferred languages, you can now make the most of Capsule. Say adiós to language barriers and hello to international business in your mother tongue.

Find out how to update your language preferences in Capsule >

Enhanced security: additional email verification on sign-in

We now validate your device(s) with email verification when you sign in, so your Capsule account is now even more secure. Enjoy peace of mind knowing that your data is safe and secure from unauthorized access.

Learn more about this security update and how to protect your passwords >

If you’re anything like us, then data hygiene is a huge priority. That’s to say keeping all your contact details up to date (and weeding out old and inaccurate info) is integral to effective business operations.

We’ve made significant advancements to our contact import tool to support you with cleaner data management. Now admins can:

• Automatically create custom fields based on imported data columns
• Identify and troubleshoot failed imports
• See a File Import History which displays audit logs of previous imports into your account

Learn more about importing contacts in Capsule >

Well, that’s all the exciting developments we rolled out in the first few months of 2024. We’re pretty excited to tell you about the updates and brand-new features going live in the coming months. Hopefully, you’re equally thrilled to find out what we have up our sleeves. We’ll see you again in three months for the latest rundown.

Interested in how Capsule’s features could improve the way you do business? Enjoy Capsule’s free starter package or start a 14-day free trial and see how Capsule’s features can help you save time and deliver outstanding accountancy projects.

When most businesses first start, they focus all their efforts on one product or service, putting everything they’ve got into making it the best possible solution in that market.

However, as a business grows, relying on a single product or service for revenue can leave it vulnerable to economic changes and shifting consumer preferences. Diversifying your revenue streams can help safeguard your business by introducing new channels for growth and stability.

In this article, we’ll examine some practical strategies for exploring new revenue streams. We’ll also look at how you can set up your sales pipeline to effectively track different sources of revenue and optimize sales.

The importance of diversifying revenue streams

Revenue diversification means expanding your business’s income sources by introducing new products and services. This can also include entering new markets with your existing solutions. Diversifying your revenue improves your business’s resilience; by not relying on a single revenue stream, businesses create a buffer against market volatility, industry shifts and economic downturns.

For example, the COVID-19 pandemic was a black swan event that forced many businesses (especially those in the travel or hospitality industry) to pivot and find new ways to generate revenue. Events like Brexit and the introduction of GDPR meant that businesses operating in Europe had to review their processes and, in some cases, explore new markets.

Exploring new revenue streams isn’t just about safeguarding against risks and unexpected changes though; it can also be a way to explore new opportunities and grow your business. Companies like Microsoft and Apple have famously gone from their original products to offering a diverse range of solutions in different sectors.

Not all of these new products have been successful (does anyone still actually have a Microsoft Zune?), but when you have multiple revenue streams they don’t all have to be winners. Like a good investor with a diverse portfolio, just one positive result can sometimes be enough to cover any poor performers.

As you explore new revenue streams, tailoring your sales pipeline ensures your team uses the best approach for each scenario. Managing multiple, customized sales pipelines can feel complex at first but, with the right setup, you can track each stream and ensure they’re operating effectively.

Key strategies for finding new revenue streams

Most businesses would agree that additional revenue sources are useful, but it can be tricky to know where to start — especially when you’ve invested so much time and effort in your original offer. The following strategies will help you find new possibilities that work for you and your customers.

Identifying new market opportunities

No business occurs in a vacuum. If you’re spending too much time looking inward, you might miss the next great opportunity that’ll take your business to the next level. Regularly take time to analyze the latest market trends, customer behaviors and emerging needs.

One of the best ways to research your market is to speak with your customers. Surveys are ideal for getting a high-level view of customer pain points and objectives, but don’t overlook actually sitting down and having a conversation. It may be more time-consuming, but talking one-on-one allows you to dig much deeper and uncover gaps in the market, changing preferences and areas underserved by your competitors.

Your team’s expertise and creativity, coupled with these direct insights from customers, can lead to breakthrough innovations. Encourage a culture of experimentation and openness to explore new ideas to continually refresh your products and services in line with market opportunities. By developing new solutions that address the specific needs of emerging markets or refining existing offerings for new segments, your business can remain competitive.

Strategic partnerships and collaborations

Sometimes, you might identify an exciting new opportunity but lack the resources to pursue it. For example, you might need more staff, better equipment, or wider distribution. Collaborating with other businesses can unlock new revenue streams that might be challenging to achieve on your own. The right partnership can open up access to new customer bases, technologies and market expertise.

Many businesses have expanded their market reach and diversified their revenue through collaborations. For example, a technology company might partner with a local firm to enter a new geographic market, leveraging the local firm’s market knowledge and relationships.

For a real-life example, Starbucks partnered with Microsoft to create new innovative customer experiences using advanced technologies like artificial intelligence (AI), blockchain and cloud solutions. Starbucks may be the world’s biggest coffee chain, but it still recognized the benefits of partnering with others rather than trying to develop the technology itself.

Expanding to new geographies

As we’ve already touched on, selling your existing solutions in new regions can be a great way to diversify your revenue. Of course, international expansion comes with its own challenges, such as compliance with local laws, overcoming language barriers and adapting products or services to local tastes. However, with the right approach, it can dramatically increase your reach.

If you want to go down this route, you’ll need a deep understanding of the target market’s cultural, regulatory and economic environment — along with a strategy that aligns with these factors. Success in new geographies often depends on a nuanced approach, including possibly partnering with local entities and tailoring marketing strategies to fit local preferences (see above).

While there are still plenty of obstacles, technology has made international sales far easier than it used to be. E-commerce, digital content and online services offer scalable opportunities for reaching new audiences and markets — both locally and abroad. Today, even the smallest business can interact with potential customers globally,

How to build pipelines for different revenue streams

Whatever product or service you’re selling, a sales pipeline helps you track prospects as they move through the sales process. This is particularly useful for sales teams offering new products and services, allowing you to tailor your process, monitor each offer and evaluate its performance.

Here’s a step-by-step guide to setting up a sales pipeline optimized for multiple revenue streams.

Step 1: Define your sales stages

Every sales pipeline comprises different stages, each one reflecting a step in the customer journey. Having the right stages in your pipeline provides you and your sales team with a roadmap for managing your leads and deals across different revenue streams. It enables a consistent approach, so all your sales activities are executed at the optimal time.

To begin, analyze your sales process and identify the key milestones every prospect goes through to become a customer, from lead generation to closing. For this step, focus on the stages that are the same across all revenue streams.

For example, the default pipeline in Capsule is:

• New
• Qualified
• Meeting
• Proposal
• Negotiation
• Contract

This is suitable for the majority of sales teams. However, if there are other stages you want to include in your pipeline, you can easily make changes so it perfectly matches your process.

Step 2: Customize your pipeline for each revenue stream

Whether you’re offering a new product or entering a new region, you’ll likely need to adapt your sales process. Customizing your pipeline for each new revenue stream means that your sales process will still be relevant and effective, increasing your chances of success.

Ensure you understand the underlying sales dynamics of each revenue stream. This may mean completing additional research, talking to customers or bringing in external expertise. You can then adapt your sales stages to cater to the needs and behaviors of customers in each segment.

In some cases, where you’re offering similar solutions with only minor differences, you might be able to use the same pipeline with tags for segmentation. However, if there are significant differences in the sales stages, you can set up multiple pipelines (available in Capsule on Growth plans and higher).

Step 3: Develop clear criteria for each stage

How do you decide when a prospect should move onto the next stage in your pipeline? In many cases this will be clear, such as leads only moving to the “Meeting” stage when you’ve booked a meeting. However, it may not always be so obvious. For example, what’s your definition of a qualified lead? Is this a marketing-qualified lead (MQL) or sales-qualified lead (SQL)?

Having properly defined criteria for moving leads through the pipeline prevents deals from stalling and encourages a consistent approach across your team (useful for evaluating sales performance).

For each pipeline stage, establish specific, measurable actions or results that mean a lead is ready to move on to the next step. Base these criteria on customer actions, engagement levels or other key performance indicators (KPIs) that signal the prospect is ready for the next stage.

This clarity enables you to identify potential issues and accurately forecast future sales. In Capsule, opportunities can be flagged automatically when you haven’t contacted them in a predefined amount of time (customizable to each milestone), so you can see any prospects needing follow-up.

Step 4: Add relevant tasks and automation

Managing multiple revenue streams, especially with those significantly different processes, is often time-consuming. Forget just one small step and the whole sale can fall apart.

Using your knowledge of each revenue stream and its relevant pipeline, you can create standardized task lists for your reps to follow, ensuring that they’re following established best practices. You can further streamline the process with workflow automation, offloading all the repetitive tasks that suck up your reps’ time.

Look for any low-touch tasks and processes within your sales pipeline that can be automated, such as follow-up emails or data entry. Use your CRM’s automation features to handle these activities, freeing up your team to focus on more high-touch activities.

Capsule’s Tracks feature provides sales reps with a templated task list, showing what needs to be done for each stage (such as booking a meeting or following up on a previous call). You can then use automation (available on Growth plans and higher) to add the relevant track when the defined criteria are met, such as a prospect moving to the next stage in the pipeline.

Step 5: Monitor and optimize pipeline performance

By following a set sales pipeline, you can easily review your team’s sales performance at different points in the process and identify areas for improvement. Continuously monitoring your pipeline also ensures you spot any issues before they become serious problems.

Use your CRM’s analytics and reporting features to track sales metrics at the different pipeline stages, then use that information to make any necessary to your sales process and optimize your strategies for better results.

As well as giving you ways to improve your overall sales process, you can also use your pipeline to spot individual leads and prospects that could do with some extra attention. One of Capsule’s popular contact management features is dynamic contact lists, updated in real-time based on your chosen criteria.

For example, you can filter for contacts where the “opportunity lost” reason was timing. You can then follow up with those prospects after an appropriate break to see if the timing has changed.

More revenue streams for more sales

While it might make sense to focus on a core product or service at first, sooner or later you’ll need to explore new revenue sources to continue growing. It might feel overwhelming, as though you’re starting from scratch, but with the right strategies you can open up new opportunities you may have never imagined.

By regularly reviewing your market and talking with your customers, you can spot potential revenue streams that your competitors aren’t pursuing. Then, whether you’re partnering with another business or going it alone, you can use customized sales pipelines to streamline the sales process, ensuring your sales teams have all the information and guidance they need to operate successfully in new areas.

Discover how a CRM can help your business optimize new revenue streams. Enjoy Capsule’s free starter package or start a 14-day free trial and see how Capsule’s features can help you launch and manage multiple revenue streams.

For many growing businesses, expanding into international sales is a logical step. In 2021, the B2C cross-border online shopping sector was valued at roughly $785 billion; by 2030, it’s expected to reach $7.9 trillion. However, effectively tapping into the global market involves more than just adding a currency converter to your checkout page.

From navigating cultural differences to adapting your sales strategies for each region, there are plenty of challenges in global sales. Businesses often struggle to manage an efficient sales pipeline that accommodates different buying behaviors and regulations across borders, leading to missed opportunities and wasted resources.

In this article, we’ll examine some of the bigger obstacles in global sales along with the key strategies to overcome those challenges. We’ll also look at how you can set up your sales pipeline, taking international sales teams and customers into account.

The impact of globalization on sales strategies

Global sales used to be only possible for large enterprise businesses, but e-commerce has obliterated many of the barriers.
Platforms like Shopify and BigCommerce mean small businesses and startups can reach customers worldwide. However, this democratization of global sales has led to a surge in competition, meaning businesses must work even harder to differentiate themselves in a crowded market.

Even if you can successfully stand out from the countless competitors, you still need to consider each market’s requirements. Every country or region has its unique blend of cultural, economic and regulatory environments. Consumer preferences can vary dramatically across borders, often requiring businesses to extensively revise their offers and sales strategies.

For example, a direct approach may work well in some countries, while others respond better to relationship-based sales.

Emerging markets, in particular, represent both a significant opportunity and a challenge for global sales. These regions often exhibit high growth potential but may also present hurdles such as less developed infrastructure, greater political and economic volatility and lower consumer purchasing power.

A seemingly small change in one part of the world can have a butterfly effect in another region, having an immediate and significant impact on your international sales strategies.

Businesses must remain agile, continuously adapting their approaches to stay competitive and capitalize on any emerging trends.

Key strategies for building effective global sales teams

Building a global sales team requires a deep understanding of cultural differences, localized sales strategies and a commitment to ongoing training and development. Here are some ways your business can navigate the technicalities of international sales:

Understanding cultural nuances

Thanks to the internet, we can now instantly connect with people from all over the globe in a whole new way. For businesses, the global marketplace is a tapestry of different cultures, each with its own values, communication styles and business practices. It opens up new opportunities, but it also introduces new factors you’ll have to consider.

Where possible, one of the more effective ways to sell within different regions is to hire sales representatives from your target markets. Local professionals have an intrinsic understanding of those subtle differences in business etiquette and consumer behavior that can significantly enhance your sales.

As you better understand the market, you’ll need to tailor your approach, adapting your product offerings, marketing messages and even sales techniques to fit the local context. This involves more than literally translating content into the local language; you need messaging that customers can relate to, that speaks to their specific aspirations and pain points.

Whether you’re working with local talent or not, still take time to research that market’s culture and community. Little things like knowing when the local holidays are, how long the average business day lasts or even when people clock off for lunch can all significantly impact your sales outreach.

Samantha Bonanno, a Senior Specialist Analyst for Gartner Digital Markets, recommends accounting for time zones when dealing with inbound leads. “All good sales professionals know that not responding to a lead within the first five minutes of receiving it makes it 10 times less likely that you’ll get in touch with them at all.

“This can make international sales tricky, if leads are coming in outside of your team’s domestic working hours. Adopting a tool like marketing automation software helps you follow up on inbound opportunities regardless of when they come in.”

Training and development for international sales

Continual training and development are important in any high-performing sales team. For international sales teams, that training needs to be further expanded to account for the added challenges.

As with any sales team, every team member must be an expert on your product or service. When selling in different regions, include training on any variations specific to that market. This confidence in the product allows for more persuasive and authentic sales conversations.

Ensure your team is also up to date on the sales landscape in the region. For example, a competitive analysis helps your reps know the strengths and weaknesses of known competitors. Details on the latest market trends can help your team understand the bigger picture and how your product fits into the customers’ lives.

Your training programs should include details on any cultural nuances you’ve uncovered (see above). Cover all the basic do’s and don’ts in business settings, understanding communication styles (direct vs. indirect, high-context vs. low-context) and how to manage negotiations respectfully and effectively.

Technology and tools for global coordination

The right technology can significantly enhance the efficiency and effectiveness of your international sales teams, enabling seamless communication, collaboration and data sharing across different time zones.

Tools like Slack, Microsoft Teams and Zoom can help keep you connected, regardless of location. These platforms are ideal for real-time communication and collaboration, making it easier to share insights, solve problems and maintain a cohesive team dynamic. They also all have features for asynchronous communication, so you can collaborate without being in the same time zone or feeling the pressure to respond immediately.

A robust customer relationship management (CRM) system is essential, allowing you to track and nurture relationships with your customers wherever they are in the world. Identify platforms that can be customized to reflect different processes across regions, along with relevant features like multi-language support and currency conversion.

Adjust your CRM to reflect the unique sales stages that each regional team goes through, so you can accurately track progress and identify any bottlenecks or opportunities for improvement. You can also use workflow automation to nurture leads consistently across all stages of the sales process, adapting communication frequency and messaging to match local market preferences.

By integrating these key strategies into your global sales approach, you can build a resilient and adaptable sales force.

How to build pipelines for global sales

A sales pipeline helps your team visualize the sales process and prompt them on the next steps, which is invaluable when dealing with different markets and international customers. Here’s a step-by-step guide to setting up a sales pipeline that’s optimized for global sales teams.

Step 1: Define your global sales stages

Every pipeline is made up of different stages that reflect your customer’s journey. For global sales teams, having the right stages in your pipeline ensures you have a clearly defined roadmap for managing your leads and deals across different regions. It helps provide consistency when you need it most, so all your sales activities are executed properly and can be reviewed for future optimization (more on that later).

To get started, analyze your sales process and identify the key milestones and actions that every prospect has to go through to become a customer. Align these with your overall sales strategy to establish a set of stages that accurately reflect how sales progress from lead generation to closing.

For this step, focus on the stages that are the same across all markets. For example, the default pipeline in Capsule is:

• New
• Qualified
• Meeting
• Proposal
• Negotiation
• Contract

This is suitable for the majority of sales teams but, if there are different stages you want to include in your pipeline, you can easily change this to match your process.

Step 2: Customize your pipeline for each market

Each market has its own cultural, economic and regulatory landscape, which can affect how sales are made. Customizing your pipeline for each market means that your sales process will still be relevant and effective, increasing the chances of success in different environments.

Carry out some market research to understand the unique characteristics of each target market. Modify your sales stages for each target market to address local business practices, decision-making processes, and customer expectations. This may involve adding steps for regulatory compliance or removing steps that don’t fit a particular market.

In some cases, you may need to set up multiple pipelines (available in Capsule on Growth plans and higher). However, if the process is largely the same with only minor differences, you can use the same pipeline but with different tags for segmentation.

You can also set up custom fields for your opportunities to confirm your sales team is collecting all the information they need to move the deal through the pipeline.

Step 3: Develop clear criteria for each stage

What separates your sales stages? This is obvious in some cases, such as prospects only moving to the “Proposal” stage when you’ve sent over a proposal. However, sometimes this can be more ambiguous. For example, how do you define a qualified prospect? Who makes that decision?

Having straightforward criteria for moving opportunities through the sales stages prevents deals from stagnating and helps everyone on the team use a consistent approach.

For each sales stage, define specific, measurable actions or achievements that qualify a lead to move to the next stage. These criteria should be based on customer actions, engagement levels or other key performance indicators (KPIs) that signal the prospect is ready to advance.

In turn, this clarity contributes to more accurate sales forecasts and allows you to identify potential issues before they become too serious. In Capsule, opportunities can be automatically flagged when they haven’t been contacted in a predefined amount of time, entirely customizable to each milestone, so you can easily see any prospects that need to be followed up on.

Step 4: Add relevant tasks and automation

Trying to manage different regions with different requirements is often time-consuming, and missing just one small step can have disastrous consequences. By using the above information, you can create standard task lists to help your reps manage each opportunity in line with your best practices.

Workflow automation comes in useful here, allowing you to reduce repetitive tasks and keep deals moving smoothly, even when you’re in different markets or time zones

Identify low-touch tasks and processes within each stage of your sales pipeline that can be automated, such as follow-up emails or lead qualification. Use your CRM’s automation features to implement these, freeing up your sales team to focus on more strategic activities.

Capsule’s Tracks feature allows you to create a template of tasks that need to be created for each stage, such as calling a prospect or sending a follow-up email. You can then use automations (available on Growth plans and higher) to automatically add the relevant track when opportunities are added to the pipeline or move to different stages.

Step 5: Monitor and optimize pipeline performance

One of the biggest advantages of following a set sales pipeline is the ability to look back and see where you can make improvements. By continuously monitoring your pipeline and its performance, you can identify any inefficiencies or bottlenecks.

Use your CRM’s analytics and reporting features to track sales metrics for your pipeline, then use what you’ve learned to make any necessary to your sales process and optimize your strategies for better results.

By regularly reviewing your pipeline, you can also spot any missed opportunities. Capsule enables you to create custom dynamic lists based on any criteria you choose. For example, you can filter for opportunities that were lost due to timing. You can then follow up with those prospects at a later date to see if now is a better time.

Successful sales all over the world

Creating a sales strategy that’s effective across different regions and diverse markets isn’t always simple. It takes time to properly research your markets and understand what approach will work best. You might have to significantly adapt your offers, messaging and even your fundamental sales process.

However, by putting in the effort and making smart use of technology, global sales represent a huge opportunity for growing businesses. With a pipeline that’s tailored to international sales, you can ensure that your sales teams have everything they need to close more deals.

Discover how a CRM can help your business launch and optimize an effective global sales strategy. Enjoy Capsule’s free starter package or start a 14-day free trial and see how Capsule’s features can help you drive more revenue across multiple regions.

Are you part of the 48% of business owners dissatisfied with their CRM?

What if the key to transforming your business relationships could be found in a single, strategic choice?

This buyer’s guide seeks to help you select the ideal contact management software. It’s a guide that simplifies, clarifies, and leads you toward an informed decision. From pinpointing your unique needs to finding a scalable solution, we cover all the essentials.

Key features to look for

Picking the right contact management software matters more than you think. You need to find a system that fits your team like a glove.

Now, let’s take a closer look at why each feature is fundamental to your strategy.

1. Contact database

A contact database should do more than just store names and numbers. It needs to be smart. Here’s what it should include:

• Rich profiles: Each contact should hold more than just basic info. Think emails, social media links, and notes on conversations. This gives you a full picture of a client relationship at a glance.
• Easy search: You need to find contacts fast and good search tools save you time. Look for ones that let you browse by name, company, or even conversation topics.
• Segmentation: Grouping contacts can be very helpful, as it lets you tailor your messages. This means better engagement and happier customers.
• Up-to-date info: No matter what tool you choose, it should be easy to update. Old info is no help to anyone – plus, you avoid embarrassing mix-ups.

Bottom line: A contact database keeps you (and anyone in your team) organized and informed. It makes sure you always know who you’re talking to and what they need, and that’s exactly how you build lasting relationships.

2. Interaction tracking

Interaction tracking is like keeping a diary of all conversations with your customers. With the right tracking, you can remember every detail and use this to strengthen your relations with your clients. Here’s what it should contain:

• Timeline view: You should see all interactions with a contact in order.
• Types of interactions: Calls, emails, meetings, and social media interactions – all of these should be tracked. The more details, the better you understand your customer’s needs.
• Reminders and follow-ups: The software needs to remind you when it’s time to reach out again. No missed opportunities or forgotten promises!
• Notes and tags: Adding notes and tags to interactions helps you remember key points that might be needed in future conversations.

Tracking interactions will help you build stronger relationships since you can tailor your approach based on previous conversations. It shows customers you listen and care about their needs. That’s how you turn one-time buyers into loyal fans.

3. Data import and export

Data import and export lets you bring in what you need and share it when necessary. Here’s what to look for when considering its capabilities:

• Flexibility: It should accept data from various sources. Think of spreadsheets, emails, and other CRMs. You can switch to a new system or update your existing one easily this way.
• Simplicity: Importing data shouldn’t need a tech wizard. Avoid headaches and make sure it is straightforward, with clear steps.
• Export options: Sometimes you need to share your data, maybe for reports or to sync with other tools. That’s why the system should let you export data easily, in formats like CSV.
• Error handling: It should spot and warn you about errors during import, like duplicate contacts, to keep the database clean and reliable.

Smooth data import and export means less manual work for you, as it keeps your database up-to-date and ready for action. Switching systems? Making backups? Analyzing data? These contact management features keep you in control.

4. Filter/search function

A top-notch filter/search function acts like a super-powered magnifying glass for your contact list. It should include the following:

• Speed: Your tool has to be fast. You type in a name, a company, or any other detail and results should appear instantly, with no waiting around.
• Accuracy: It finds exactly what you’re looking for, even if you’ve only got a partial match. Precision and flexibility save you from sifting through similar results.
• Advanced filters: Sometimes, you need to dig deeper, so look for options that let you combine criteria. Say you want to find all contacts from a certain city who opened your recent e-mail. Practical filters make this easy.
• Tags and custom fields: A system that lets you search by tags or custom fields you’ve created adds another layer of organization.

Time is money, especially in business. A solid filter/search function means less time hunting for contact details – and more time engaging with your customers or planning your next move. It helps you stay agile, as you have the right info is always at your fingertips.

5. Integrations

Useful integrations are critical when it comes to finding solid CRM software

They make your contact management software work seamlessly with the other tools you rely on daily. Here’s what to look for:

• Wide range: A good system integrates with a variety of apps and services. Email, calendars, social media, marketing platforms, and customer support tools are just the start. The more, the better.
• Two-way sync: Information should flow both ways. Changes in one app automatically update your CRM, and vice versa. No matter where you look, your data is always up-to-date.
• Customization: Some contact management systems let you tweak how integrations work. You decide what data syncs and how it’s used.
• Ease of use: Setting up integrations should be straightforward. You shouldn’t need an IT degree to get things working. Look for simple, clear instructions and support if you get stuck.
• Reliability: Integrations need to work smoothly, all the time. Downtime or glitches can disrupt your business. Great systems have a reputation for reliability and quick fixes if issues arise.

Integrations save time by automating tasks that would otherwise require manual input. In short, they allow you to do more, better, and faster.

6. Custom fields

The right contact management software should have custom fields. These allow you to tailor the information you track for each contact, beyond just the basics. For this feature, here are some things to double-check:

• Versatility: The software must offer a range of custom field types — text, date, number, dropdown lists, and more – so that you can capture the exact type of data you need.
• Easy setup and use: Adding and editing custom fields should be straightforward. You don’t want to jump through hoops every time you need to adjust your data tracking.
• Integration into searches and segmentation: Custom fields should be fully searchable and usable in segmentation. You should be able to quickly find contacts based on any custom data point or group them, according to specific criteria for targeted actions.
• Reporting and analytics: The best contact management tools let you generate reports and analyze contact data based on your custom fields. This feature turns your tailored data points into actionable insights, helping you make informed decisions.

Adding custom fields to your contact management transforms it from a generic database into a powerful, sophisticated tool for all sales-related tasks.

The easiest way to gather information about a particular software is by reading what the users have to say. Look into Reddit, and review websites like G2 and Capterra, as well as niche forums and sites like Quora. You can find out important facts about different platforms – hidden costs, potential bottlenecks, and customer support efficiency.

While helpful, this can’t replace you trying out a few things on your own.

Opinions on usability are mostly subjective so take these with a grain of salt. Scheduling a demo to see the tool in action, or testing it out during a trial period, is a far more reliable way of assessing how it performs.

Besides the features, other factors must also be considered:

Pricing

When it comes to choosing a contact management tool, most marketers start with the pricing page. You want something that fits snugly within your budget without forcing you to stretch it.

But it’s not just about finding the cheapest option out there – you need to confirm you’re getting real bang for your buck. The solution you pick should meet your needs today, and be able to scale with you as your business grows – all without surprising you with steep price hikes.

And while you’re checking the price tag, don’t forget to peek behind it for any hidden fees, like setup charges or support costs.

Business requirements and goals

It might be obvious, take a hard look at what your business needs. What’s the challenge you are facing?

Maybe it’s keeping track of a growing list of contacts or needing to know more about each one than just their name and email. Or perhaps your team follows a specific sales process that your new tool has to support?

You need to match the tool to your goals, whatever they are. So, before you choose, make sure the solution can handle your contact volume, offers the depth of information you need for each contact, and fits neatly into your existing workflows.

Ease of use and user adoption

Think about how intuitive it is. The ideal software has a user-friendly interface that your marketing or sales team can get the hang of fast.

You want something that feels natural, so you don’t waste hours on training. If it’s simple, everyone can jump right in and stay productive without missing a beat.

Customer data should be easily retrievable and searchable. The setup of filters should be simple. Adding new contacts should be a breeze.

The quicker your team gets comfortable with the software, the smoother your operations will run.

Integration capabilities

Check the solution’s ability to integrate with existing tools like email platforms, social media, and marketing automation tools matters a lot.

A system that fits smoothly into your current tech setup simplifies workflows and cuts down on the need to jump between applications.

Customization and flexibility

Check how much you can customize the contact management tool to match your business processes. The true value lies in your ability to tweak and tailor everything from fields and forms to views and reports.

Custom views can turn a cluttered database into an organized dashboard that speaks your team’s language. This flexibility means the contact management platform works for you, not the other way around. Your choice should fully adapt to your business.

Scalability

Pick a solution that’s ready to grow as you do. It needs to keep up with more contacts and bigger challenges without breaking a sweat.

Switching systems down the line is a pain. It saves you a headache and some serious cash. Plus, you can keep rolling smoothly, no matter how much your business takes off. Going for something scalable means you’re all set for whatever comes next. Keep it simple, keep it smart.

Support and training

When picking a contact management tool, check out customer service options. You want to know someone’s got your back if you run into trouble. Verify if they have easy-to-follow materials and contact channels for the tricky bits.

Training’s a big deal, too. It helps everyone get a handle on things right away. Good support means less headache and more time doing what you do best. You get to keep things running and receive a little help leveling up.

Capsule CRM stands out because it combines ease of use with powerful features.

It is a top choice for businesses looking to take their contact management to the next level. Based on user reviews, here are some things that might make it your choice:

User-friendliness

Capsule CRM wins big on user-friendliness. People love how easy it is to navigate. Even if you’re not tech-savvy, getting around Capsule CRM is straightforward. This simplicity means you and your team can start managing contacts right away, without a steep learning curve.

There’s also extensive documentation and guides available here if you need assistance.

Customization

Capsule CRM’s customization nails it for your business needs. Create custom lists to sort contacts just how you like – think of projects or locations. This way, your contacts stay organized.

Need to attach contracts or proposals to profiles? Capsule lets you do that. Now, every important document sticks with the right contact.

Sharing contacts with your sales teams keeps everyone in the loop. Updated info flows smoothly, avoiding mix-ups and doubling up on work.

Data tags come in handy, too. They bundle related custom fields under one tag, cleaning up your view of each contact.

The mail drop box is a real-time-saver. Forward emails to a Capsule-specific address, and they automatically link to the right contact. No more manual email sorting.

In short, Capsule CRM molds your business, making contact management simple and keeping your team efficient.

Seamless integrations

Capsule integrates with software like Xero, Zapier, Transpond, Gmail, and 50+ other solutions. This is gold for contact management as you can sync the data across all of them. No more manual data entry.

And users love the integrations!

You can link Capsule with other apps through Zapier or directly.

Customer support

Capsule’s customer support is considered a standout. Personalized responses make all the difference. Users mention how the support team listens and acts on feedback.

Got a suggestion? They’re all ears and quick to make updates. This kind of attention is a big win for users. Completing customer tickets is not the only objective here. Capsule is a true partner in managing your contacts.

Simplicity

Capsule CRM is child’s play to set up and even easier to use daily. This CRM doesn’t overwhelm you – it offers just what your business needs.

Users praise how Capsule fits seamlessly into their work routines. From PR firms to micro businesses, the feedback is clear: managing contacts, tasks, and sales pipelines became effortless with Capsule CRM.

Key takeaways

1. Finding the right contact management tool can make your business relationships better.
2. Your contact database needs to be smart – rich profiles, easy to search, and always up-to-date.
3. Keeping track of every chat, email, or meeting with your contacts keeps your sales process up and running.
4. Moving data in and out should be a breeze, saving you time.
5. A quick and precise search feature gets you the info you need, fast.
6. Integrating with other apps you use makes everything smoother.
7. Tailoring fields to your needs helps you keep track of what’s important.
8. Choose a tool that can grow with your business to avoid headaches later.
9. Ease of use means everyone on your team will use it.
10. Capsule CRM stands out for its ease and the way it works well with other apps, making managing contacts simpler.

Conclusion

Choosing the right contact management software, like Capsule CRM, can transform how you handle business relationships, making the process smoother and more efficient.

Keep these key points in mind to find a system that not only meets your current needs but also supports your growth in the long run. Find a system that grows with you and discover ways to boost your business. Try Capsule free for 14-days and discover for yourself.

Startups are an important and vibrant part of the business landscape, known for their fast-moving and creative environments. Unfortunately, these same factors can also make it challenging.

Startup teams frequently find themselves overwhelmed by rapidly changing priorities and minimal resources, making it difficult to manage projects effectively. This can lead to burnout and compromise the quality of work, threatening the startup’s growth and even survival.

The good news is that, with planning and preparation, strategic project management enables startups to make the most of their resources and scale their business — without compromising on the speed and creativity that makes them stand out.

In this article, we’ll examine the different challenges startups face in managing projects. We’ll then show you how to overcome those challenges with the right skills, software and best practices.

Project management challenges in startups

When you’re starting from scratch, you’re going to have to deal with limited resources. One survey found that 78% of small business startups rely on personal funds and income from another job. In addition to financing, startups often have limited human and technological resources.

This scarcity makes it challenging to allocate resources effectively across projects, especially when you’re still trying out different ideas. Balancing the need to innovate with the necessity of maintaining day-to-day operations requires skillful resource management and strategic planning.

Startups also have to be ready to pivot based on market feedback, investor input or other changes. This dynamic environment requires a highly adaptable and flexible approach, including the way you handle projects. Traditional project management methodologies may be too rigid to keep pace with the constant evolution of your startup’s goals and strategies, resulting in projects that are already outdated before you complete them.

As your startup begins to grow, you’ll face new challenges. Small and simple projects gradually become more complex and harder to oversee as you expand your business. Along with managing larger teams, you’ll likely also have to introduce new processes, tools and technologies to support your growth. Tackling larger projects while maintaining quality and efficiency can be tricky, especially if you don’t yet have well-defined business processes or project management frameworks in place.

Key skills for effective project management

While there are plenty of challenges, the right skills can help you face them with confidence. Here are some of the key skills that can improve project management within startups:

1. Agility and flexibility

When everything around you can change overnight, the ability to adapt and pivot quickly is crucial in startups. For project managers, that means accepting that yesterday’s carefully prepared project may no longer be relevant.

Although it might feel hard, you must be ready to reassess and adjust project trajectories as new information and opportunities arise. This skill ensures your startup remains competitive and can capitalize on unexpected opportunities or navigate around sudden obstacles.

2. Risk management

Startups inherently face high levels of uncertainty and risk. In the US, only 76.8% of businesses that opened in March 2022, were still around after 12 months. To ensure you’re not part of that statistic, you need to know how to handle challenges when they arise.

While it’s impossible to plan for every eventuality, project managers should be looking ahead as best they can to identify potential risks early, assess their impact and work out how they’ll deal with them. This proactive approach to risk management helps startups navigate those precarious early days and increases the chance they’ll be able to grow.

3. Effective communication

Lean teams are common in startups, meaning team members must wear multiple hats. Project managers must be able to communicate clearly and concisely with their teams, explaining the project goals, expectations, changes and feedback across all levels of the organization.

Good communication fosters a culture of transparency and collaboration, essential for rapid problem-solving and innovation. It also helps project managers motivate team members and drive projects to completion by providing regular relevant feedback.

4. Resourcefulness

With limited resources being one of the biggest challenges, it shouldn’t come as a surprise that resourcefulness is a critical skill for project managers in startups. You need to be comfortable getting the most value out of what you’ve got, which sometimes means getting creative to find different ways to accomplish your goals.

For example, while you might have your eyes set on a big expensive software package, are there free alternatives that would be just as effective? If you’re trying to create a marketing campaign, finding unique ideas for guerrilla marketing is likely to be more cost-effective than trying to create a prime-time TV advert you can’t afford to air.

Project management software recommendations

Even when you only have a small team to work with, that doesn’t mean you have to do all your planning on the back of a napkin. Project management is a lot easier with dedicated software, enabling you to quickly share ideas, review progress and scale up your plans as the business grows. Here are some of the best project management tools for startups.

Task management tools

Every project is made up of smaller tasks. These tools help organize, prioritize and track those tasks’ progress. By streamlining the task creation process and giving you an easy way to manage them, you’re far more likely to see the project through to completion.

Top task management tools:

Collaboration and communication platforms

Communication is one of the key skills for project managers, and having the proper tools ensures that your words always get heard. These apps facilitate seamless collaboration among team members, regardless of their physical location, and ensure that everyone stays on the same page.

Top collaboration and communication platforms:

Time-tracking software

Time is one of your most valuable resources, so managing and optimizing how you spend that time is essential. Time-tracking tools enable you to monitor how much time is spent on various tasks, aiding in workload management and project billing.

Top time-tracking software:

Project planning and scheduling software

Of course, you can’t talk about project management tools without considering these dedicated solutions. These tools are designed for planning out projects in detail, scheduling tasks and defining timelines. With features like Gantt charts, project timelines and workload views, you’ll be able to tackle every aspect of your project using these apps.

Top project planning and scheduling software:

Customer relationship management systems

Whatever type of startup you’re working in, you always need to keep your clients and customers in mind. Customer relationship management (CRM) software helps you focus on all of your contacts, enabling you to track all of your interactions and nurture those relationships.

The best project management CRMs build on those relationships and organize your projects while taking your customers into account. You’ll also get a lot of the important features that we’ve already discussed, enabling you to manage your projects from one cost-effective platform.

For example, Capsule CRM helps startups with:

• Improved task management
• Team collaboration
• Workflow management
• Visual dashboards
• Analytics and insights.

Capsule comes with a mobile app so you can carry out CRM tasks and manage your projects from any location, whether you’re in your office or on the road. You can also use Capsule’s integrations to connect your favorite software tools so you can collate all your important data in one place.

Learn more about how a CRM for startups can help your business today.

Best practices for project management in startups

You can have all of the right skills and tools for project management but, if you don’t know how to use and implement them properly, then you’re still going to struggle. Here are some of the best practices for project management to increase the chances of a successful outcome.

Used a defined project management process

We’ve talked about the importance of flexibility, so the idea of using any type of structured process may seem counter-intuitive. However, some project management processes are specifically designed for dynamic environments.

For example, Agile project management methodologies (such as Scrum and Kanban) allow for flexibility, continuous feedback and rapid iterations. They emphasize the importance of delivering value early and often, fostering a culture of collaboration and continual improvement. This is great for startups, making it easier to adapt to changes and pivot when necessary.

Make use of automation

When you’re trying to adapt and adjust your project, anything you can do to reduce your workload and free up time is worth considering. Automation is particularly useful, allowing you to offload many of the repetitive admin tasks like data entry and sending progress reports.

Review your project tasks and look for any basic activities that could be handled with workflow automation. For example, Capsule’s Growth plan lets you automatically assign tasks to team members, send templated emails, update task statuses and more.

But don’t automate everything

With new technologies and advancements in AI, more tasks can be automated without compromising on quality. For example, Capsule’s AI content assistant helps users get the first draft of email copy written quickly, ideal when you’re stuck staring at a blank screen.

However, even if you technically can automate a task, it doesn’t necessarily mean you should. While it makes sense to offload repetitive work, certain tasks are still best done by a person. This includes setting up projects and monitoring progress.

“Workflow automations are great because they standardize your admin,” explains Keith Weir, Customer Success Team Lead at Capsule. “But sometimes people want everything automated. They’ll create loads of automated projects, then they can’t keep on top of them all. You still want to be on top of the work that you’re generating and take responsibility for it.”

A step-by-step guide to better project management

Whether you’re in the early stages of planning a big project or if you want to optimize your existing projects, these steps will help you tackle your work in a structured way while still retaining flexibility for the best results.

Step 1: Define your project scope and objectives

Before you begin any startup project, take the time to clarify the project’s scope and objectives. If you’re not sure where to begin, the SMART goal-setting framework covers all the key aspects:

• Specific. What are the exact outcomes or improvements you want to achieve?
• Measurable. How will progress and success be measured quantitatively?
• Achievable. Can your startup realistically achieve these goals with the available resources?
• Relevant. Does the project align with your startup’s strategic objectives and market positioning?
• Time-bound. What are the deadlines for each project phase?

Get your team involved in the planning process, taking advantage of their different experiences and areas of expertise to ensure the scope is accurate and that you’ve accounted for any potential obstacles.

Step 2: Develop a project plan

Transform overwhelming projects into manageable tasks. Break down the project into key components, assigning tasks and subtasks to team members based on their skills and workload. Set milestones and deadlines for each segment to ensure consistent progress.

Balance is key; while each task should be detailed enough to prevent ambiguity, avoid micromanaging every aspect, which can stifle progress and overwhelm your team.

Step 3: Monitor and adjust as necessary

Even the most meticulously planned projects can encounter unexpected changes, especially in the startup world. Stay agile — regularly review your project status and adapt as needed while keeping your core objectives in sight.

Schedule regular review sessions and use project management software for real-time updates. Tools offering different views (e.g., checklists, Kanban boards) can provide fresh perspectives and help track progress effectively.

Step 4: Maintain clear and continuous communication

Open communication channels contribute to a project’s success. While the smaller teams commonly found in startups make it easier to keep everyone up to date, you still shouldn’t rely on water cooler conversations to share important information.

Establish clear protocols for sharing updates and concerns. For example, who needs to be informed in the event of a potential delay? Which team members are responsible for posting updates? Use your startup’s tools, such as your CRM, to automate communication and ensure all stakeholders are promptly informed about project milestones and transitions.

Step 5: Close the project and reflect

Once the project’s completed, take a moment for you and your team to reflect. Was the project a success? If so, what factors contributed to that success? If not, what could you have done differently to get a better outcome?

This isn’t about assigning blame or trying to take credit; The goal is to take an objective look at your project and the results to see what you can learn for future projects. Documenting these insights fosters a culture of continuous learning, fine-tuning your startup’s project management strategies and boosting overall performance.

Successful projects for successful startups

Project management in startups can be stressful, especially when you find your plans changing due to unforeseen circumstances. However, by cultivating essential skills, embracing innovative project management tools, and adhering to best practices, your startup can overcome these obstacles and continue to grow.

Discover how a CRM can help your startup manage current and future projects. Enjoy Capsule’s free starter package or start a 14-day free trial and see how Capsule’s features can help you save time and deliver outstanding startup projects.

Project management in an accountancy firm is often complex, with strict deadlines and regulations always a factor. Add in dealing with multiple clients with unique requirements, and even the most seasoned professionals can end up feeling overwhelmed.

Without a solid project management framework, the risk of errors increases, potentially leading to client dissatisfaction, penalties and a damaged reputation.

In this article, we’ll examine the challenges of project management for accountants. By using the right tools, developing essential skills and adopting industry best practices, you’ll discover how to transform project management from a stress into a strategic advantage for your firm.

Project management challenges in accountancy

For accountancy firms, keeping up with different financial regulations and compliance standards is a necessary part of the job. For example, both US and UK accountants have Generally Accepted Accounting Principles (GAAP). However, despite sharing the same goal, the US and UK versions use different approaches and principles. As these standards are updated, accountants need to regularly review the changes and ensure that their practices and procedures are compliant.

While many businesses may use self-imposed deadlines to keep on track, accountants have no choice. Accountancy firms are inherently deadline-driven, with critical peaks during tax season, end-of-year reports and other regulatory milestones. Managing these deadlines, often for multiple clients with concurrent timelines, requires meticulous planning and prioritization.

On top of this, accountants have a weighty responsibility. You’re handling sensitive financial data. Projects often require the collection, storage and analysis of your clients’ confidential information. Having secure, efficient systems to manage this data is vital. You also need to balance accessibility for those who need the data to perform project tasks with stringent security measures to prevent breaches.

Key skills for effective project management

Overcoming the above project management challenges isn’t easy, but by developing the following skills you can reduce their impact and increase the chance of getting a successful outcome.

1. Time management

Overcoming the above project management challenges isn’t easy, but by developing the following skills you can reduce their impact and increase the chance of getting a successful outcome.

2. Analytical thinking

Accounting projects require a high level of accuracy and attention to detail, especially when handling financial data or extensive regulatory requirements. Project managers in this field need sharp analytical skills to decipher complex information, identify discrepancies and make smart decisions. For example, when auditing a firm’s financial statements, a keen eye can help you spot those small inconsistencies or errors that can have a big impact on your client’s bottom line.

3. Communication

Effective communication is essential for managing client expectations, improving team collaboration and keeping everyone up to date. Project managers must be able to convey complex information in an understandable manner, actively listen to client and team feedback and mediate any conflicts that come up. Whether explaining the implications of a tax regulation to a client or coordinating next steps with team members, clear and concise communication prevents misunderstandings and builds trust.

4. Technical proficiency

While smaller firms might be able to get away with just using spreadsheets to manage their processes, you’ll get better results if you’re able to take advantage of the latest technology. Getting comfortable with project management tools and accounting software will help you efficiently manage your workflows, analyze data more effectively and safeguard sensitive client information. As we’ll go on to see, project management software makes it easier to track progress, assign tasks and manage deadlines, significantly improving project efficiency and accuracy.

Project management software recommendations

Using the right software for project management can be the difference between a stressful process and a successful one. By enabling you to accurately and efficiently manage the different project stages, these tools will help you meet those deadlines and exceed client expectations.

Task management tools

Task management tools let you organize, track and prioritize the individual tasks that make up a project. As a result, it’s easier to see what you and your team need to be working on in order to hit that rapidly approaching deadline. In an accountancy firm, these tools can be used to manage various client accounts, plan audits and track your tax filings.

Top task management tools:

Time-tracking software

Just as you help clients know where they’re spending their money, you also need to know where you’re spending your time. Not only can this help you accurately log the time spent on each client’s project (important if you’re using the traditional billable hours model for invoicing) but also for monitoring and managing team efficiency.

Top time-tracking software:

Collaboration and communication platforms

Effective communication and collaboration, both with clients and with your team, are key to the success of any project. These platforms facilitate real-time communication, file sharing and team collaboration. This can be especially useful for updating clients or discussing work with your team in a secure environment.

Top collaboration and communication platforms:

Document management and sharing tools

Even the simplest accountancy project involves lots of paperwork, including financial statements, tax documents and regulatory filings. Document management tools help you with organizing, storing and sharing these files securely.

Top document management and sharing tools:

Customer relationship management systems

In accountancy projects, it’s natural to focus on the numbers. However, your projects will be more effective when you remember the people behind those numbers. Customer relationship management (CRM) software is primarily designed to help you keep track of your client interactions and nurture those relationships.
The best project management CRMs also include lots of different features to help you organize your projects. For example, Capsule CRM helps accountancy firms with:

• Improved task management
• Document control
• Team management
• Project progress reports
• Analytics and insights.

Capsule comes with a mobile app so you can carry out CRM tasks and manage your projects from any location, whether you’re in your office or visiting a client. You can also use Capsule’s integrations to connect with your other favorite tools, including time-tracking apps and accounting software.

Learn more about how a CRM for accountants can help your business today.

Best practices for project management in accountancy firms

Having the right project management skills and software is a good foundation, but it’s still important to develop good habits and practices. With the proper framework in place, you’ll be more likely to complete your projects on time, within budget and to the highest standards. Here are some of the best practices for accountancy project management.

Use a structured project management process

Project management has been around for thousands of years, but it’s only comparatively recently that people started experimenting with systematic project management methodologies. Rather than just trying to wing your projects, choose a process that’s suitable for accountancy work.

For example, the Agile framework is ideal for more flexible, iterative projects. Waterfall works better for projects with a defined scope and timeline. So, if you want to offer ongoing financial advisory services, the Agile methodology allows for more adaptive planning and client involvement.

Make use of automation

Accountancy projects are often made up of lots of different phases, from collating and processing client data to analyzing results and making recommendations. Anything you can do to reduce your workload and free up time is worth considering. Automation is a particularly useful tool, able to handle repetitive low-touch tasks like data entry and sending updates.

Look through your project tasks for any admin work or other menial activities that could be handled with workflow automation. For example, Capsule’s Growth plan lets you automatically assign tasks to team members, send templated emails, update task statuses and more.

But don’t neglect the human touch

Technology like artificial intelligence (AI) is rapidly progressing, meaning that more tasks can be automated without compromising on quality. For example, Capsule’s AI content assistant helps users get the first draft of email copy written quickly.

However, some tasks shouldn’t be automated. While it makes sense to offload your repetitive tasks, certain jobs are best done by a person. This includes setting up projects and monitoring progress.

“Workflow automations are great because they standardize your admin,” explains Keith Weir, Customer Success Team Lead at Capsule. “But sometimes people want everything automated. They’ll create loads of automated projects, then they can’t keep on top of them all. You still want to be on top of the work that you’re generating and take responsibility for it.”

Invest in professional development

With new technologies, regulations and standards affecting the industry, it’s essential for you and your team to stay up to date. It can be tricky when you’re busy with client work, but it’s important to make time for regular training and professional development.

This not only keeps the team updated on the latest accountancy practices and project management methodologies but also boosts morale and enhances team performance. By offering opportunities for certifications and specialized training, you can equip your team with the skills needed to tackle complex projects effectively.

A step-by-step guide to better project management

Whether you’re just getting started with a big accountancy project or you want to make sure your existing projects are running smoothly, these steps will help you tackle your projects methodically to get the best results.

Step 1: Clarify your project scope and objectives

Before diving into any accountancy project, take the time to clearly and comprehensively define the project’s scope and objectives. If you’re not sure where to start, the SMART goal-setting framework is a good way to ensure you’ve addressed all of the key aspects:

• Specific. What outcomes or improvements are you aiming to achieve?
• Measurable. How will you quantify success and measure progress towards your objectives?
• Achievable. Assess whether your firm has the necessary resources to accomplish these goals.
• Relevant. Ensure the project aligns with your firm’s strategic goals.
• Time-bound. Establish clear deadlines for each phase of the engagement.

Engage your team in this planning phase, asking for their insights on how to achieve these objectives and identifying potential challenges.

Step 2: Create a project plan

Any project can seem overwhelming if it’s too large, so the next step is to break it down into smaller pieces. Identify the project’s different components, then assign the tasks and subtasks to your team members based on expertise and availability. Establish specific milestones and deadlines for each phase to maintain steady progress.

This might require some fine-tuning to get right; each task needs to be self-contained, with enough details to avoid any ambiguity. However, creating thousands of subtasks for every phase is only going to overload your team and hamper your progress.

Step 3: Monitor and adjust as necessary

Even with the best preparation, your carefully planned accountancy projects can change overnight due to regulatory updates, client requests or unforeseen challenges. However, even if the plan has to change, you can ensure it’s still aligned with your initial objectives.

Book in regular check-up meetings and progress reviews. Project management software is particularly useful, as it often allows you to switch between different views to get a fresh perspective. For example, a checklist can show you which tasks are completed and which ones still need to be done. A Kanban view is ideal for seeing how the project is progressing through different stages.

Step 4: Maintain clear and continuous communication

Better communication leads to better projects. However, while clients and team members may start off openly communicating, it’s not unusual for this to drop off as the project progresses. To keep the flow of conversation going, clearly define reporting protocols, escalation paths and the flow of information.

Encourage a culture where team members feel comfortable sharing updates and voicing concerns. This is an area where automation can be a huge help. For example, you can use your CRM to automate updates and keep stakeholders informed about phase transitions and milestones, enhancing collaboration and transparency.

Step 5: Close the project and reflect

After concluding the project, review how it went with your team. Did you meet your original objectives? Were there any deviations from the plan? Take an objective, unbiased look at your project and the results, considering both what went well and what didn’t.

Highlight successful strategies and areas for improvement to refine your approach for future engagements. Documenting these insights provides a valuable resource for continuous improvement, helping to streamline your firm’s project management processes and enhance client service in subsequent projects.

Crunching the numbers for project success

Project management in the accountancy sector has plenty of unique challenges. Every day, you need to deal with complex regulations and tight deadlines, all while meeting your clients expectations and protecting their data.

By developing the right skills, learning how to use the latest project management software and adopting the best practices, you can overcome those challenges and enjoy more successful projects. In turn, you’ll build up a strong reputation and ensure your clients keep returning for years to come.

Discover more about how a CRM can help your firm manage current and future projects. Enjoy Capsule’s free starter package or start a 14-day free trial and see how Capsule’s features can help you save time and deliver outstanding accountancy projects.

Studies suggest that 93% of our communication is non-verbal. Video calls don’t catch everything so inside sales reps might struggle to pick up on body language over Zoom or Google Meet calls. This problem grew when work from home took off, moving many sales chats online.

Outside sales can fix this. It puts sales people and potential buyers in the same room. This way, reps can read the room and adjust their pitch. They see the nods, the hesitations, and act on them helping them to seal the deal.

Today, we’ll examine the outside sales process, how it works, and how to do it right.

What is outside sales?

Think of outside sales (otherwise known as field sales) as selling that happens out and about, not behind a desk.

Sales reps meet clients face-to-face, in meeting places, showing products, or chatting over coffee. The core is to get personal and understand what the client needs by being right there with them.

Benefits of outside sales

Outside sales can bring noteworthy benefits, such as:

1. Building strong bonds: Meeting in person lets you connect on a higher level. You understand clients and they see you as more than just another email.
2. Closing more deals: In some industries, outside sales may drive more conversions. This is because sales reps can help answer questions immediately, and adjust pitches as needed.
3. Understanding prospects: Seeing where your clients work, and what their day looks like, gives you insight into their daily work lives and the problems they face..
4. Showing not telling: Outside sales helps you show off your product in person. A live demo is more convincing than any brochure or video call.
5. Learning on the go: Every visit, every chat, every sentence gives you clues into your prospects needs.

Closing a purchase isn’t the only aspect of outside sales. Developing long-lasting relationships, getting to know your customers well, and making sure your services are a perfect fit for them are all important. It takes effort, but the rewards are totally worth it.

Outside sales vs inside sales

Let’s compare outside sales vs inside sales. Inside sales reps work from the office or home. They use phones, emails, and video calls to reach out to prospects and negotiate deals. It’s quick and covers more ground. Yet, it might lack a personal touch.
Outside sales reps take a different path. They travel, meeting clients face-to-face.

It can be pricer, with travel costs quickly adding up, however, this direct interaction often leads to more completed deals. The average conversion rate for outside sales is 40% but with inside sales this drops to 2% in B2B industries. Inside sales reps might dial more people daily, but outside salespeople cultivate deeper relationships and have a better chance of closing.

Skills and qualities of an outside sales rep

What actually makes a good outside sales rep? Spoiler alert: it’s not just about hitting the road. It’s more on how you chat, persuade, and keep pushing forward.

Communication skills

Talking is great, but listening? That’s gold. Great reps listen, really hearing what clients need. Then, they tailor their pitch and close the deal.

You shouldn’t just throw information at prospective customers. Have clear, simple conversations to make sure you understand one another. This builds trust, and leads to more and better deals.

This also applies to communication with teammates. Outside sales reps need to know how to work as a team, motivate coworkers, and help each other.

Persuasion and negotiation skills

Convincing someone isn’t about being pushy, it’s about identifying common ground and then assisting them to understand how your solution meets their needs. It is a dance: you take the lead, and they follow – but smoothly and respectfully. You are solving their problem, not simply selling a product.

Self-motivation and resilience

No one said this would be easy. Sales reps will hear “no” a lot. What makes them stand out? Not giving up.

Good sales reps set goals, then chase them without pushing. Outside sales reps learn, adapt, and keep going. That drive? It’s what closes deals.

Time management and organization skills

Nail your schedule. Keep things tight and concise. Great reps know when to meet, when to call, and when to follow up. Missed meetings? Not a chance. They use productivity tools to stay on track. This way, they hit more goals and waste less time.

Product and industry knowledge

Know what you’re talking about – from the inside out. Top salespeople advise rather than just sell. They learn everything there is to know about their product and the industry. Having this understanding enriches discussions, and turns pitches into solutions. Clients buy trust in a product, not simply the product itself.

Relationship building

Connect, don’t just contact. Building relationships is everything, solid sales reps remember names, details, and needs. They check in, offer help, and stay present. Quick selling is one thing – but forming bonds that last is another, and this is what top sales professionals aim for. This trust turns clients into advocates for your brand.

Outside sales representative responsibilities

Prospecting and lead generation

Outside sales reps scout for new leads. They use cold calls, network, and research the market. Finding fresh prospects is their bread and butter – and each day, they aim to grow their list.

Product presentations and demonstrations

Reps showcase products, highlight features, and tackle problems. Presentations and demos are key. They show how solutions fit. According to the DemandGen Report, buyers explore 5-8 vendors before buying. This stat shows the value of presentations, as they are a chance to clear doubts and answer questions. Effective presentations lead to informed decisions.

Account management

Reps don’t just sell – they support. They check in with clients, solving issues, and suggesting upgrades. Happy customers are their mission, and they always go the extra mile to keep the relationship strong and beneficial.

Territory management

We already mentioned that planning is crucial. Reps map out their areas and schedule visits efficiently. They strategize to meet the right people at the right time. They focus on maximizing their reach within their territory.

Sales forecasting and reporting

Reps predict future sales and track progress. They set targets and share updates and use reporting to keep teams informed. This way, everyone is on the same page, they know where they stand and where they’re headed.

Negotiating and closing deals

Reps need to negotiate terms and work through objections on a daily basis. They align their solutions with customer needs. 92% of sales pros give up after the 4th call, but 80% of prospects say “no” four times before they say “yes”.

The goal is to seal the deal and guarantee a perfect match between the product and the client. Outside sales reps need to be persistent without being pushy.

Collaboration with internal teams

Teamwork wins. When coordinated with marketing, product development, and other departments they can close (more) sales. Aligning efforts keeps everyone on track.

Building a successful outside sales strategy

Building a successful outside sales strategy starts with knowing when to choose this path. In some cases, outside sales may be the natural choice based on personal preferences.

It’s perfect for when a personal touch matters most. Think high-value deals, complex products, or services that need a demo. It suits businesses where relationships drive sales, like in B2B sectors, luxury goods, or customized solutions.

If your product demands detailed explanations or if you’re in a niche market, face-to-face meetings can make all the difference. Essentially, they bring value to the table, right where the client is.

So, when deciding on outside sales, consider:

• the nature of your product,
• the importance of relationships,
• and the market you’re in.

This strategy isn’t for every business. But in the right situations, it’s your best bet for deep connections and big wins.

Think outside sales would be a good fit for you? Learn how to build a strategy around it.

Step 1: Identify your target market and customers (ICP)

Start by pinpointing who’s likely to buy what you’re selling. Understand the specifics of your ideal customer profile (ICP).

What challenges do they face? Where do they look for solutions?

Get this right, and you’re not just shooting arrows in the dark – but aiming with precision. It’s about researching, identifying, and confirming who needs your product the most; and it shapes everything you do next. From crafting messages to choosing where to focus, knowing your ICP puts everything you need in place.

Step 2: Develop a sales process

Now, it’s time to sketch out how you’ll turn prospects into customers. Identify key stages: lead generation, initial contact, presentation, handling objections, and sealing the deal.

For each stage, define clear actions.

What tools will you use? How will you move from one step to the next?

The right sales cycle is your strategy for consistent wins, as it keeps everyone on the same page and focused on the goal. Solid planning here means smoother sailing ahead.

Step 3: Set SMART goals and targets

Setting goals gives you targets to hit. But not just any goals – SMART goals. Specific, Measurable, Achievable, Relevant, Time-bound.

This framework sharpens your focus.

We want to earn more revenue. That’s not SMART.

“We want to score five $10k+ construction industry deals in the next 6 months. That’s SMART.

It tells you exactly what success looks like and when you want to achieve it. Such clarity can motivate your team like nothing else. It also helps track progress and adjust tactics as needed. Without goals, you’re wandering blindly but with them, you’re on a mission.

Step 4: Create a sales pitch and value proposition

Your sales pitch and value proposition explain why someone should choose you.

Start with the value proposition. What unique benefit does your product offer? This will make the core of your pitch. Then, build your sales pitch around it. Make it engaging, focused, and personal. Show that you know your audience.

The best pitch speaks directly to their needs and how you can meet them. It’s less about listing features and more about painting a picture of a better reality with your product in it. People buy benefits, not features.

Step 5: Assign sales territory

Dividing the market into clear territories is super important. Assign each sales rep a specific slice. This strategy provides thorough coverage and prevents reps from stepping on each other’s toes. When assigning the “zones”, consider geography, customer demographics, or business size.

Match territories to your reps’ strengths and where they can make the biggest impact. This method lets reps specialize, gaining deep knowledge of their area. They’ll spot opportunities faster and be able to build stronger local relationships.

Step 6: Use technology

Leverage technology to keep ahead. A solid Customer Relationship Management (CRM) system keeps track of customer interactions and sales progress. Route planning apps make travel efficient. Sales enablement tools give instant access to necessary materials and productivity apps organize tasks.

These tools save time, make information accessible, and improve customer interactions. With the right tech, your team can focus more on selling and less on admin.

Step 7: Measure KPIs

Keeping an eye on Key Performance Indicators (KPIs) is non-negotiable. Sales volume, conversion rates, and customer satisfaction are just the start. These metrics shed light on the team’s performance and guide strategic decisions.

Regular KPI checks help you tweak your approach and highlight areas that need improvement. They guide your sales strategy, showing where you’re headed and how fast you’re getting there. If you’re struggling, you might need to adjust your KPIs.

Step 8: Incentivise and motivate

Motivation fuels success. To inspire your sales team, craft incentive programs with compelling rewards. If you’re a sales team leader, consider these examples:

• Bonus for top performers: Each quarter, offer a cash bonus or a percentage of the sales to the top three outside sales representatives. It rewards high performers and sets a benchmark for success.
• Extra vacation days: Provide extra vacation days for salespeople who exceed their quotas. Such an incentive is highly valued among employees for the extra personal time it affords, as it encourages a healthy work-life balance while motivating them to achieve their sales targets.
• Weekend getaways: Reward exceptional performance with an all-expenses-paid weekend getaway. This could be a relaxing beach vacation or an adventurous mountain retreat.

Public recognition of success boosts morale and helps you build a competitive yet collaborative atmosphere. Consider creating a communication channel where you will recognize your team’s achievements. Well-thought-out incentives push your team to reach and exceed their goals and help retain top talent.

Overcoming challenges in outside sales process

The road to outside sales may be bumpy – but it won’t be if you prepare yourself and your team. Here’s how to tackle some common hurdles head-on and transform obstacles into opportunities.

Dealing with rejection and setbacks

Rejection stings, but it’s part of the game in sales.

Learn from each rejection. What worked? What didn’t? What could be improved? Adjust your approach. Celebrate small wins, too. Resilience turns setbacks into comebacks. Keep pushing, keep refining – sales success is about persistence.

Managing time and territory effectively

Time flies – especially in sales so plan your day in advance.. Prioritize tasks and use tech tools to route your visits and cut down travel time.

Know your territory like the back of your hand. Focus on high-potential areas first. On top of that, block time for admin work and stick to this routine.

Sales reps spend only 35% of their time on selling. Good time management means more time for sales.

Adapting to changing market conditions

Markets change fast, so you need to keep up. Stay informed about your industry. Read news, reports, and trends, listen to your existing customers, too, they often see changes coming first. Use their insights to adjust your strategy.

Also, be ready to shift gears. A flexible approach lets you seize new opportunities. This way, you’re always ahead, never left behind.

Handling competition

Competition is everywhere. Know your rivals as well as you know yourself. What are they offering? Find your edge and how you can stand out. Sometimes it’s service; other times, it’s quality or innovation.

Use this knowledge in your sales pitch. Show how you stand out, keep an eye on their moves so you can counter swiftly. Remember, the goal isn’t just to compete; it’s to win.

Prospecting

Keep your pipeline full, a steady flow of prospects means a steady flow of sales.

Where does your audience hang out? What do they read? Use this info to target your outreach, and never stop. Keep building your list and don’t let it get stale.

Don’t just rely on online avenues to accomplish this, consider going offline. Due to your experience with outside sales, you should find it easy to connect with potential prospects at fairs or industry events.

Logistics and travel

Travel smart in sales and plan your visits strategically. Cluster appointments in the same area to save time and fuel. Use apps for route planning to find the quickest paths. Also, always have a Plan B for travel disruptions.

Your productivity and sales can increase in no time with efficient travel planning.

CRM software for managing customer data

Capsule CRM has a lot to offer for outside sales teams, as it helps them organize client info on the go.

Here’s more reason why it’s top-notch for those in the field:

• Contact management: Capsule keeps track of your contacts. You see everything: who they are, what they need, past talks. Walk into meetings prepared, every time.
• Email marketing & tools: Send emails straight from Capsule. It works with Outlook and Gmail. No switching apps. No wasted time. You stay in touch easily.
• Tasks & calendar: Capsule CRM reminds you of your to-dos. Meetings, calls, follow-ups – it’s all there. You never miss a beat.
• Sales pipeline: See your deals in one view. Where do things stand? Capsule helps you focus on the right leads.
• Sales analytics: Capsule breaks down your sales data. You see what works and what doesn’t, so making smarter moves becomes simple.
• Projects: Manage sales projects without leaving Capsule – everything from pitch to close can happen in one place.
• Workflow automation: Capsule automates the busywork. Follow-ups, task assignments – it’s all automatic. You spend time selling, not typing.
• AI content assistant: Capsule’s AI writes emails for you. Fast, accurate, and personal. You communicate more, with less effort.
• Mobile app: Capsule has a built-in mobile app perfect for sales reps on the move.

Presentation tools

• Prezi: Break away from traditional slides. Prezi adds motion.
• Slidebean: Let AI handle the design, so you can focus on your message.
• Canva: Create professional-looking presentations without any design skills.

Scheduling tools

• Calendly: Ends the back-and-forth of booking meetings – now, clients pick a time based on your open slots. You can integrate Calendly with Capsule CRM, too.
• Doodle: Finds the best time for group meetings by polling availability.
• Acuity Scheduling: Your clients can book directly into your calendar, and you will receive automatic reminders.

Social media and online platforms for prospecting

• LinkedIn Sales Navigator: Tailored for sales pros, it’s perfect for finding and connecting with LinkedIn prospects before you meet them on-site.
• Twitter: Ideal for following industry trends and engaging with potential clients.
• Facebook Ads: Allows you to target specific groups, e.g., via remarketing after you’ve met them.

Conclusion

The outside sales process is not for everyone, as it requires adaptability and travel. Ideal for high-value, personalized interactions, it can be effectively implemented with thorough training and strategic planning. And when executed well, it can boost long-term customer relationships and sales success.

When working along with inside sales, it creates a dynamic, comprehensive sales strategy. But to discover all the benefits of outside sales, you simply need to give it a try. With Capsule CRM, it’s easier than ever before!

Every organization wants to drive more sales – but how do you manage this without spreading your team too thin?

Hiring a sales development representative may be the answer. Sales development representatives can turn leads into deals – if you know how to hire and train them well.

Read on to find out if – and why – your business needs a sales development rep.

Who is a sales development representative?

A Sales Development Representative (SDR) is a salesperson focused on reaching out to potential customers, qualifying leads, and moving them through the initial stages of the sales funnel.

Their goal? To boost sales and grow revenue. Not only for the company but also for themselves, since they often work on a commission basis.

Key responsibilities of sales development representatives

Sales development reps juggle a variety of tasks, typically switching between lead generation and nurturing customer relationships. At their core, these roles are about fueling the sales engine.

Let’s explore how this is done.

1. – Identifying and qualifying new leads for the sales pipeline

Sales development representatives (SDRs) kickstart the sales process – either for themselves or the rest of the sales team. Their journey begins with identifying potential customers.

SDRs use outbound prospecting techniques like:

Cold calls

Despite the digital revolution, 17% of B2B marketers name cold calling as their top pick for acquiring new customers. Why? Because nothing beats the immediacy of phone calls to get straight to the point.

Sales reps use them to cut through the noise, making that first impression and quickly identifying if there’s interest. It’s direct, it’s personal, and – love it or hate it – it’s still crucial in turning leads and prospects into paying customers.

Emails

Emails let sales reps target prospects with precision. When the right email pitch meets the right recipient it can drive a prospect in the right direction.

It’s a blend of relevance and insight, serving both to educate and intrigue. Essential? Absolutely. It’s how SDRs open doors and keep the conversation going.

Social media outreach

Sales teams use social media not just to reach out but to really connect. Platforms like LinkedIn offer insight into a prospect’s world, and can quickly show what matters to them professionally. Sales managers should learn to generate conversations that feel natural, not forced.

Qualifying leads means assessing interest and fit.

Sales representatives ask questions, master active listening, and gauge a prospect’s challenges and needs.

2. – Nurturing relationships with potential customers

Understanding a prospect’s industry and pain points allows SDRs to tailor their approach.

It’s essential when it comes to sealing the deal.

Good nurturing is what separates the best SDRs from the rest. They don’t just meet prospects – but get them. Every sales call becomes a step closer, every email a chance to show they understand their concerns.

They remember details, recall previous conversations, and always, always personalize their approach.

This builds trust.

Trust turns a potential customer into a warm lead, and warm leads are gold. Sales professionals are the ones who listen, who consider and who ultimately say “yes” to a meeting, to a demo, to the deal.

Without nurturing, SDRs hit walls. With it, they keep opening doors so that they can continue closing deals.

3. – Managing and updating customer information in CRM tools

Every detail in the CRM shapes a sales rep’s next move. Get it wrong, and even the sharpest SDR stumbles.
It’s simple, accurate data equals accurate conversations. Missed updates? Missed opportunities.

SDRs need CRM systems in continuous sales prospecting. They log calls, track emails, and monitor sales activities. If you think of it as just a simple data entry activity – you couldn’t be more wrong. Every bit of information helps qualify leads , tailor pitches and close deals faster.

Sales managers lean on this data. It tells them where the opportunities are and where the landmines lie. Without it, strategies fall flat. Top line revenue growth? It starts with what SDRs feed into the CRM.

For example, with a Sales Pipeline within Capsule CRM, sales reps can FINALLY see everything clearly.

They spot where each deal stands at a glance. No guesswork, just facts about potential values and next steps.

4. – Collaborating with sales teams to refine the sales process

Every call and qualified lead that a sales rep manages, feeds into the bigger picture. It’s teamwork in action. The data they gather and the connections they fuel the entire sales department.

Think about how it can work:

• During team meetings: For example, let’s say that a sales rep shares a new strategy that boosts prospect engagement. It quickly spreads across the team. Suddenly, everyone’s in on it, tweaking their methods. The result? A ripple effect that boosts close rates across the entire team.
• During reporting: When a sales manager reviews sales reports and spots effective tactics. Sales executives report a trend – a specific approach is hitting the mark, while another’s isn’t working. Time for a Slack huddle with the team. The plan is to double down on what works. More bang for their buck in outbound sales efforts, and the needle on customer acquisition levels starts to jump.
• In cross-department collaboration: Sales and marketing teams should collaborate closely. Together, they tweak, they test, they refine. Sales team members provide insights from their experiences. Then, marketing adjusts its campaigns accordingly. The outcome is to share sharper messages that hit home, resonating with prospects on a deeper level.

5. – Scheduling meetings for sales executives

Sales meetings are crucial for getting the lost out of your leads.

Smart SDRs target key times when prospects are most receptive. Frequent touchpoints ensure momentum but never overwhelm.

Each meeting is an opportunity to educate on the company’s product and solve prospect’s challenges. Sales reps prepare executives with detailed customer research and buyer personas, but also. prospect’s body language and communication preferences. Business development representatives can also take the scheduled meetings themselves if they need to close sales.

6. – Tracking sales performance and goals

Sales account executives lean heavily on data to track their progress and align with the company’s key performance indicators, known as KPIs.

They track, record and monitor everything from the number of sales opportunities generated to the effectiveness of how they build relationships.

Here’s how SDR sales can be measured:

• directly (what they generated themselves)
• indirectly (what they generated for other departments)
• in hybrid (what they generated themselves + commission sales from other outreach efforts)

7. – Educating prospects on products or services

The job description of a sales development representative (SDR) extends beyond just making a sale.
True sales leaders recognize the power of education in their role. They know that if they nurture prospects regularly, they can deepen the relationship and open doors for upsell and cross-sell opportunities.

Understanding prospect’s challenges allows SDRs to tailor information, making it relevant and valuable. Inbound leads? Those who have just shown interest? Past customers? Detractors?

Every interaction is a chance to educate. Building rapport through education is part of the SDR’s learning process.

It’s a soft skill that turns an entry-level position into a path for becoming a sales team leader.

4 skills every sales development rep needs

Every sales development representative needs a strong set of skills to thrive – but without these four listed below, they may struggle dealing with sales opportunities.

Time management skills

Time is money in sales. SDRs who excel in time management prioritize tasks efficiently so that business opportunities don’t get missed. They balance prospecting, follow-ups, and research, working on their impact on the sales process. This discipline is essential for generating qualified leads, meeting targets and facilitating sales development.

Organization skills

Organization is key to managing the sales process. Sales development representatives have to keep their pipeline clean and their data precise. They track interactions and outcomes for both themselves and other sales team members, report to their sales manager, and organize steps of the sales process if asked for it.

Communication skills

Clear, concise communication is what makes great sales representatives. SDRs use their words to spark interest, convey value, and build trust. They need to master email communication skills, cold calls, and skills for negotiating non-standards sales prospecting. These skills can help them close deals and move prospects through the sales funnel.

Active listening

SDRs who listen actively and understand prospects’ needs and challenges have the highest chance to turn even small talks into sales opportunities. Active listeners can make each pitch resonate more, as they refer to a current pain point or a particular situation.

Free sales development representative job description template

Looking for a new sales development representative for your team? Copy our sales development representative job description, edit it as you need, and use it for your recruitment purposes.

Position overview:

As a Sales Development Representative at [Company Name], you will play a pivotal role in driving our company’s growth by generating new business opportunities.

You will be the first point of contact for our potential customers, responsible for engaging leads, qualifying them, and setting the stage for successful sales conversations.

The offered sales development representative role demands a high level of dedication, communication skills, and the ability to navigate the sales process in a challenging business sector.

Key responsibilities:

• Conduct outbound prospecting through cold calls, emails, and social media to generate new sales opportunities.
• Qualify leads based on their needs, budget, and purchase ability to ensure they meet the criteria for potential customers.
• Schedule meetings between qualified leads and our sales account executive to discuss their needs and how our solutions can meet them.
• Maintain and update customer information within our CRM system to ensure accurate tracking of sales activities and lead nurturing.
• Collaborate with sales executives to refine outreach strategies and messaging based on market feedback and performance data.
• Participate in regular training sessions to improve sales techniques and market set knowledge.
• Achieve and exceed monthly quotas of scheduled meetings and qualified opportunities.

Required skills & qualifications:

• Proven track record of success as a sales development representative (SDR), with experience in outbound prospecting.
• Strong communication skills, both verbal and written, with the ability to engage and persuade.
• Excellent time management and organization skills, with the capacity to prioritize tasks effectively.
• Active listening skills to understand prospects’ needs and challenges accurately.
• Familiarity with CRM systems and sales prospecting tools.
• Bachelor’s degree in Business, Marketing, or a related field is preferred.

Why [Company Name]?

At [Company Name], you will join a dynamic team committed to transforming the sales landscape. We offer a competitive salary, commission structure, and opportunities for professional growth within our rapidly expanding company. Join us and contribute to shaping the future of our sales success.

Key takeaways

• A Sales Development Representative (SDR) nurtures relationships with potential customers.
• Understanding a prospect’s industry and pain points can be beneficial at each level of sales development representative job.
• Sales prospecting involves continuous tracking of calls, emails, and sales activities.
• Personalization and attention to detail distinguish the best sales development representative.
• Trust turns potential customers into warm leads for sales executives.
• The job description for an SDR should highlight CRM proficiency importance.
• CRM data guides SDR sales strategies to identify opportunities and avoid risks.

Conclusion

The role of a sales development representative job is often a make-or-break position for many companies. It’s their efforts that fill the pipeline with qualified leads, setting the stage for the sales team’s success.

Securing the right talent for a sales development representative job is a must-have for any organization looking to improve its sales force and impact.

But even the most talented salespeople need the right tools. Capsule helps teams manage their sales pipeline and make the most of the sales efforts. Try Capsule free for 14 days and discover how it can help you boost your sales efforts. Good luck!

70% of salespeople say CRM is very important to closing deals. Businesses are built on high value deals so finding the right CRM software is crucial for your bottom line.

Among the wide range of options available, two names frequently come across as frontrunners in the CRM space: Pipedrive and HubSpot.

HubSpot offers a broad toolset, perfect for those needing everything from marketing to service management. Pipedrive keeps it simple, focusing on sales pipeline clarity.

Each serves a unique business need, HubSpot is comprehensive while Pipedrive is streamlined. Your choice depends on what your business prioritizes.

What is Pipedrive?

Founded in 2010 in Tallinn, Estonia, Pipedrive has quickly become a go-to solution for sales teams that seek a user-friendly CRM solution.Timo Rein, Urmas Purde, Ragnar Sass, Martin Henk, and Martin Tajur, describe it as software for salespeople designed by salespeople that that prioritizes the needs of the sales process.

Now a global entity with over 1,000 employees and serving 100,000+ customers, Pipedrive exemplifies simplicity and efficiency in sales management.

What is HubSpot?

HubSpot was founded in 2006 by Brian Halligan and Dharmesh Shah at MIT. It quickly rose from a startup to a major player in the CRM and inbound marketing space by offering a comprehensive suite for marketing, sales, content, and customer service, aiming to help businesses of all sizes grow better.

HubSpot first began targeting small businesses but innovated to better serve larger enterprises through its IPO in 2014 and strategic acquisitions to improve its platform with AI and content capabilities. At its core, HubSpot champions inbound marketing, provides extensive educational resources like HubSpot Academy and hosts the annual INBOUND conference.

Let’s compare the two platforms side by side to pinpoint the right choice for you.

Pipedrive vs Hubspot: comparison table

Pricing overview

When evaluating CRM solutions, pricing is easily one of the most important factors, especially for smaller businesses. Let’s break down the pricing tiers for HubSpot and Pipedrive, and discuss their value for money and scalability.

HubSpot pricing overview

HubSpot offers a unique pricing structure that includes a free plan and several paid tiers:

• Free Plan: Access to basic CRM features, suitable for small businesses or startups just beginning to organize their sales processes.
• Starter Plan: Starting at £14 per month, this plan introduces more advanced CRM features, including simple automation and email marketing tools.
• Professional Plan: Beginning at £945 per month, aimed at growing businesses needing more sophisticated marketing, sales, and customer service automation.
• Enterprise Plan: Starting at £3,500 per month, designed for large organizations requiring advanced features, such as custom reporting, higher automation limits, and extensive integrations.

HubSpot is ideal for businesses that want to unify their tools. The range from free to higher tiers supports growth without the need for a new platform.

Note: HubSpot’s professional and enterprise plans include setup fees from $700 to several thousand dollars. This may discourage small businesses due to budget constraints.

### Pipedrive pricing overview

Pipedrive’s pricing is structured to cater to sales teams of various sizes:

• Essential Plan: Starting at £14.90 per user/month, it offers basic CRM functionalities ideal for small teams.
• Advanced Plan: At £27.90 per user/month, this tier introduces more automation and integration capabilities.
• Professional Plan: Priced at £49.90 per user/month, for teams that need full-scale automation and advanced reporting features.
• Power Plan: At £64.90 per user/month, for larger teams that require flexible support and collaboration.
• Enterprise Plan: At £79.909 per user/month, it offers the highest level of support, customisation, and control, suitable for large sales organizations.

Pipedrive’s pricing model is straightforward and focuses on sales efficiency and effectiveness. It’s good value for sales-focused teams at all levels – but it might not be the right solution for every team.

Value for money and scalability

HubSpot delivers for those who want a broad solution. Users can start with the free version and scale up to meet more complex needs as the company grows. Its rich features offer solid value, especially for users who want to maximize its potential.

Pipedrive is a great platform for teams that want a streamlined CRM. With competitive pricing and a focus on sales, it’s ideal for growing teams that are mindful of costs.

Features comparison

Both HubSpot and Pipedrive pack tools to refine sales processes, strengthen customer ties, and uplift productivity. How do they compare?

1. Sales pipeline management

A successful CRM relies on sales pipeline management to convert leads into sales. Here’s the lowdown on HubSpot CRM and Pipedrive:

HubSpot sales pipeline management

HubSpot offers a highly adaptable pipeline with a comprehensive view of your sales journey. You can monitor deals from first contact to final handshake.

Additionally, it performs great in sales analytics and reporting. It accommodates multiple pipelines, which suits varied sales operations.

Pipedrive sales pipeline management

Pipedrive prioritizes simplicity. Its visual pipeline offers a clear snapshot of deals and the quick drag-and-drop feature means less admin and more selling.

Pipeline’s reminders and notifications help users avoid wandering in the dark and instead provide news of the status of each lead.

In sales pipeline management, Pipedrive takes the win.

Pipedrive offers a distinct advantage with its clear, intuitive interface. It provides a stark, visual contrast to HubSpot’s comprehensive but less immediate overview.

It also introduces unique features like rotting times, which highlight deals needing attention before they go stale.

Deal stages are color-coded: green for immediate action, gray for tasks due soon, red for overdue activities, and yellow for deals without scheduled activity.

Lead management is made easy with this system. Pipedrive avoids unnecessary clutter – the features are there, but they’re not in your face.

Tailored specifically for sales teams, Pipedrive focuses solely on sales efficiency. On the other hand, HubSpot has broadened its scope and diluted its focus on sales features to become more of a 360-degree inbound marketing platform.

2. Contact and lead management

Contact and leads management is very important for fostering relationships and guiding prospects through the sales funnel. Here’s how HubSpot and Pipedrive tackle this:

HubSpot contact and lead management

HubSpot offers a cohesive system for handling contacts, leads, companies, and deals. It tracks up to 1,000 custom properties per contact and paints a detailed picture of customer interactions. This rich data aids in crafting targeted marketing efforts and personalized sales strategies via its Marketing Hub.

HubSpot CRM streamlines the sales journey with automated data capture and lead scoring. It ranks leads by engagement and conversion potential.

Pipedrive contact and lead management

Pipedrive focuses on efficiency in contact and lead management. Its system supports an unlimited number of contacts, customisable fields, and direct lead and deal management.

With Pipedrive’s Contacts Timeline, teams get a transparent view of each contact’s history. The platform uses smart contact data, pulled from external sources, to equip sales teams with key information, and minimize manual input.

Despite their different approaches, Pipedrive and HubSpot perform comparably in contact management. Both allow for detailed organization of contacts by people or business.

Pipedrive features a Contacts Timeline for monitoring interactions which helps in customer life cycle analysis. Its Lead Inbox and LeadBooster feature helps improve the way users capture and categorize leads. It contains live chats, chatbots, web forms, and a prospector tool with access to a vast database.

Pipedrive’s contact management is similar to HubSpot’s. It has the added ability to segment contacts into customizable views and use advanced filters for easy qualification based on various activities. Its lead management integrates seamlessly with multiple channels including emails, chats, and website forms. These integration tools are helpful for team coordination and lead capture. HubSpot also offers text snippets for quick response shortcuts.

3. Email marketing capabilities

Email marketing creates an environment for tailored communication and lead nurturing. Here’s the email marketing prowess of HubSpot and Pipedrive:

HubSpot email marketing

HubSpot is a powerhouse in email marketing. It offers a suite of features designed to make your campaigns more effective and easier to manage. Users can work together through collaboration features. The platform also features email reply tracking, scheduling, and notifications about email opens.

Pipedrive email marketing

Pipedrive focuses on simplicity and effectiveness in its email marketing tools. It offers solid integration with popular email apps such as Gmail and Outlook. Beyond the Essentials plan, Pipedrive introduces “Campaigns.” This feature set includes customizable email templates, merge fields for personalization, group emailing capabilities, email scheduling, and click tracking.

However, some users have reported challenges with Pipedrive’s Campaigns feature. Feedback suggests it can feel “half-baked” at times, with bugs, inconsistent automation, and delivery issues marrying the experience.

HubSpot nails it with a top-notch email toolkit. It’s easy to use and has excellent features to help you create emails that hit the mark. This is because they’re based on what your contacts do and like which means more clicks and more sales.

The analytics part is a big win. You see not just who opens your emails, but also what they do next. This info helps you make smarter moves, fast. With HubSpot, anyone can easily create and send emails.

Pipedrive tries but falls a bit short. It has email basics down, like scheduling and tracking, but users complain that the process is buggy and that emails sometimes don’t even get sent.

Pipedrive is simpler, which is good for some. Yet, it lacks HubSpot’s data-driven approach and customization. For a business that’s growing, those details matter.

4. Automation and workflow

Automation is a game-changer in sales. It saves time and keeps your follow-ups on point. Let’s see how HubSpot and Pipedrive stack up.

HubSpot automation

HubSpot is a beast at automation. It simplifies everything from daily tasks to complex workflows, meaning less manual work for you. Automation covers the whole customer journey here. Think lead scoring to assigning deals – it’s all automatic.

HubSpot’s visual editor lets you build custom sequences triggered by specific actions. This means you can talk to customers right when they’re interested.

But there’s more: HubSpot connects with over 800 apps natively. Its Operations Hub lets you sync data both ways. So, your info stays updated everywhere.

Can’t find an app you use on HubSpot’s list? Zapier has your back. It helps you connect HubSpot with apps like Facebook Lead Ads and Google Contacts. This flexibility is useful for automating business processes.

Pipedrive automation

Pipedrive focuses on sales automation. It simplifies the process of sending follow-up emails and reminders. The automation is built right into the sales pipeline to boost productivity without making things complicated.

Pipedrive integrates with over 300 apps. Not as many as HubSpot, but still impressive. Zapier works with Pipedrive too meaning you can still connect to a large number of tools and services. From sending Slack messages for new deals to emailing via Gmail when deals move stages, it’s all at your fingertips.

HubSpot wins. And here’s why:

HubSpot automates everything from simple to-do lists to big projects. This cuts down your manual work making it simple to manage the whole customer journey – including scoring leads and assigning deals without lifting a finger. HubSpot’s visual editor lets you create custom messages that hit your customer’s inbox at the right time. It also connects with over 800 apps while Pipedrive supports integration with 300 applications.

HubSpot offers a broad spectrum of automation tools. It’s perfect for businesses that want to automate their whole operation. Pipedrive might be best here for sales teams looking for straightforward, effective automation.

5. Reporting and analytics

You won’t be able to know how you perform without reports. They’re the magnifying glass that help you assess different parts of your business. Here’s how HubSpot and Pipedrive measure up:

HubSpot reporting and analytics

HubSpot offers a diverse range of customisable reports and dashboards that cover everything from sales and marketing to customer interactions. You can check various metrics – website traffic, conversion rates, and the status of your sales pipeline. The platform integrates data from its entire CRM and provides you with a complete overview. On top of that, HubSpot’s ability to track customer behavior helps fine-tune engagement tactics.

Note: HubSpot’s deeper reports are hidden behind extra payments and so you’d have to spend much more for getting the same data as Pipedrive.

Pipedrive reporting and analytics

When it comes to reporting, Pipedrive focuses on sales metrics. It enables you to create custom reports on deals and tasks offering straight forward and clear insights into your strategy. While it’s not as deep as HubSpot, the data you get from Pipedrive is usually more than enough. Furthermore, it’s presented to you in an easier-to-digest format than Hubspot.

HubSpot and Pipedrive perform comparably when it comes to reporting. Both platforms let you heavily customize your platform. They make tracking goals and planning strategies straightforward.

User-friendly? Absolutely. Both HubSpot and Pipedrive offer interfaces that are easy to navigate. They integrate well with other apps, boosting their reporting power.

HubSpot offers breadth, perfect for those who want to see everything. Pipedrive offers focus, ideal for sales-driven teams. Your choice depends on what you value more: depth or simplicity. Both are solid picks for upping your reporting game.

Ease of use

A CRM’s simplicity affects team uptake and productivity. Let’s check what HubSpot and Pipedrive’s users say about using them.

HubSpot ease of use

Strengths:

• Many users find HubSpot intuitive and easy to navigate, even with its broad feature set.
• The platform’s integration with email platforms like Gmail facilitates the process.
• HubSpot’s CRM functions quickly, with a short learning curve for basic features.
• The mobile app is highlighted for its ease of use.
• Customisation options are praised for being granular.
• HubSpot’s setup is straightforward, supported by comprehensive guides and resources.
• Even on the free plan, HubSpot provides powerful tools and essential components of client relationship management.
• The platform is described as fun to use, with drag-and-drop tools that simplify design tasks.

Weaknesses:

• Some users mention a learning curve, indicating that while basic functions are accessible, mastering the platform’s full capabilities takes time.
• The vast array of options can initially overwhelm users.
• The platform’s extensive features sometimes lead to confusion, especially when pages have a similar visual layout.
• A few reviews note that setting up more complex workflows and managing duplicates can be cumbersome and require manual effort.

Pipedrive ease of use

Strengths:

• Many users highlight Pipedrive’s ease of setup and intuitive interface.
• The visual pipeline customisation is frequently praised for its ability to clearly track deal stages and simplify sales processes.
• Users appreciate the simplicity of email marketing through Pipedrive, despite some challenges with editing emails.
• The platform is described as well-developed with a good user interface.
• Pipedrive’s visual nature is a significant advantage for users who prefer a clear overview of their sales channel, with easy dashboard navigation and lead management.
• The comprehensive visuals and presentations within Pipedrive are noted for aiding in the management of the sales process.
• Users find Pipedrive’s interface very user-friendly.
• Pipedrive’s mobile app is commended for its functionality.
• The platform’s reporting module is valued for its ease of customisation.

Weaknesses:

• Some users mention a learning curve in creating detailed sales processes within Pipedrive. While the platform is generally user-friendly, setting up specific functionalities can require additional effort.
• A few reviews suggest that Pipedrive could benefit from more advanced features or integrations to enhance lead generation and management capabilities.
• There are occasional comments about the need for better integration with other apps, such as Google Calendar, and for features like generating quotes, invoices, and proposals to be improved.
• Let’s summarize all of this into the pros and cons of each software.

HubSpot pros and cons

HubSpot suits all types of businesses, from startups to large enterprises that need a full suite for customer engagement.

Pros:

• Offers a broad toolset for marketing, sales, and service management.
• Highly customizable sales pipeline with advanced analytics and automation options.
• Unified contact management system that can track up to 1,000 custom properties per contact.
• Comprehensive email marketing tools including automation, scheduling, and analytics.
• Vast array of automation across all business processes.
• Advanced reporting with custom dashboards and deep analytics.
• Extensive integration ecosystem with over 800 apps.
• Provides substantial resources including HubSpot Academy, community forums, and 24/7 support on all plans.
• Suitable for businesses of all sizes looking for an all-in-one CRM solution.
• Free plan available, supporting growth without the need for a new platform.

Cons:

• Has a steeper learning curve due to advanced features.
• The setup fees for professional and enterprise plans range from $700 to several thousand, making it difficult for small businesses to afford them.
• Deeper reports are hidden behind extra payments, which requires more investment to access the same depth of data as from some competitors.
• Is more pricey if you want to use all the extra features.

Pipedrive pros and cons

Pipedrive suits teams and SMEs that want no-fuss sales management. It’s perfect for those who need a sales-focused CRM that’s straightforward to start and operate daily.

Pros:

• User-friendly CRM solution, easy to set up with a straightforward interface.
• Focuses on sales pipeline clarity with simple, customisable pipelines.
• Supports an unlimited number of contacts, custom fields, and direct lead and deal management.
• Email integration with templates, analytics, and tracking.
• Offers efficient automation for sales activities, integrated directly into the sales pipeline.
• Provides basic reporting with customisation options, focused more on sales metrics.
• Good range of 300+ integrations, with a marketplace of different solutions to connect.
• Best for small to medium-sized businesses focusing on sales efficiency.
• Competitive pricing, offering good value for sales-focused teams at all levels.
• Streamlined, direct support through its help center, along with email and chat.

Cons:

• Less comprehensive than HubSpot, with a narrower focus primarily on sales rather than a full suite of marketing, sales, and service tools.
• Campaigns can sometimes be difficult to use, according to reports.
• Limited but effective automation may not satisfy businesses looking for extensive automation across all business processes.
• Basic reporting and analytics compared to HubSpot, which may not be sufficient for businesses needing deep insights into various metrics beyond sales.

Best use cases

• Identifying the right CRM for your business hinges on understanding where each platform excels. Let’s take a look at some use cases for HubSpot and Pipedrive.
• Best use cases for Pipedrive
• High-volume sales: Ideal for managing numerous deals with its streamlined interface and automation, which cuts down repetitive tasks.
• Startups and SMEs: Offers simplicity and affordability, perfect for growing businesses that need an easy start.
• Direct sales businesses: Its customisable nature fits companies with a direct sales approach. This improves customer interaction and deal progression.
• Best use cases for HubSpot
• Extensive marketing campaigns: The go-to for complex, multi-channel marketing efforts, thanks to its sophisticated tools.
• All-in-one platform seekers: Suits businesses that desire a unified system for CRM, marketing, sales, and service.
• Inbound marketing focus: Ideal for businesses that leverage inbound marketing, it provides tools and insights for attracting and engaging customers.

How does Capsule CRM fit into this comparison?

We can all agree that both Hubspot and Pipedrive are powerful solutions for sales. No doubt about it! However, they don’t have to be the only choice when it comes to CRM.

Capsule CRM blends simplicity with effective functionality. Check what it can do for your business.

Capsule CRM overview

• Perfect for: Small to midsize businesses (SMBs) looking for a CRM that’s easy to use yet powerful enough to support growth.
• Pricing: Starts at $18 per user per month for the Starter tier, with a free version available for up to two users.

Key features:

How Capsule CRM compares

Simplicity and user experience:

• Capsule CRM mirrors Pipedrive’s focus on simplicity. Its interface is user-friendly, ideal for teams new to CRM.
• HubSpot, richer in features, can overwhelm SMBs with its complexity.

Focus on SMBs:

• Both Capsule CRM and Pipedrive shine for small to medium businesses, stripping back to CRM essentials.
• Though catering to SMBs, HubSpot might overshoot their needs with its extensive suite.

Pricing and value:

• Capsule CRM’s pricing competes well, comparably to Pipedrive. It’s budget-friendly.
• HubSpot’s basic features are free. Yet, advanced features significantly bump up the cost.

Integration and customisation:

• Capsule CRM excels in integrations, especially with accounting tools. This is key for linking CRM and finance. It prioritizes customisation and managing pipelines.
• HubSpot tops the list with its vast integration options across business areas. Pipedrive maintains a focused set, enhancing sales efficiency.

Check out Capsule CRM’s pricing.

Final thoughts

Businesses are presented with a spectrum of CRM options, each with its unique strengths. HubSpot and Pipedrive – and also Capsule CRM – come across as leading solutions, but their differences prove you need to align your choice with your goals.

Summary of key points

• HubSpot offers a complex suite of tools for marketing, sales, and customer service, which makes it ideal for businesses seeking an all-in-one platform. Business processes of all sizes can be addressed by its extensive integrations and advanced features. We covered Hubspot CRM alternatives in a separate blog post if you want to dig deeper into your research!
• Pipedrive focuses on sales efficiency with a user-friendly interface and straightforward functionality. It’s best suited for sales teams and businesses that prioritize ease of use and a focused sales process.
• Capsule CRM provides a balanced option for SMBs, offering simplicity, effective integration capabilities, and a focus on essential CRM functionalities. It’s a cost-effective choice for businesses looking for an accessible and efficient CRM solution. Check out Capsule CRM’s pricing.

Even the best sales teams need some training from time-to-time. These programs equip your team with the skills and knowledge they need to succeed.

Staying ahead means constantly evolving. Sales training does just that – it helps your team not only meet but exceed their targets.

Luckily, there are hundreds of sales training programs available in all shapes and sizes. Online, in-person, self-paced, free – any team with any budget can find a sales course for themselves. And this is what we want to help you with.

We’ve gathered a list of the best sales training programs on the market. We looked at their uniqueness, comprehensiveness, and user reviews to help you make the best choice.

What is a sales training program?

A sales training program is a structured plan designed to improve the skills, knowledge, and strategies of sales professionals. It’s a plan that shows them new ways to approach customers, deal with objections, and close deals faster.

Sales training can make a big difference in how your team performs. It turns average sellers into top performers and helps your best people get even better.

Now, how do you know a sales training program? Look for these signs:

1. Sales aren’t growing? Your team needs new tactics and a sales training program introduces them. It helps them get back on track.
2. Team members falling behind? Everyone must hit their targets. Sales training levels the playing field – it gives everyone the tools to succeed.
3. Launching new products? New challenges require new skills. Sales training prepares your team for these changes, which makes adapting easier.
4. Customers unhappy? This means your approach needs work. Sales training teaches better ways to connect and make customers happy. Happy customers often become loyal ones.
5. Deals dragging on? Your team might lack closing skills. Sales training offers new techniques, which makes closing faster and smoother.
6. Team morale low? Confidence drives sales. Sales training boosts both – it shows your team you’re invested in their growth.

If you recognise any of these signs, you need to consider training. That’s why we’ve composed this list – to help you make this difficult, albeit important choice.

14 best sales training programs

There’s a sea of sales training out there. Online, in-person, or on your own time. We’ve got you covered, no matter your budget – we picked the cream of the crop for you. From free online gems to full-on workshops, we looked at what makes each of them effective.

Let’s check out the 17 best sales training programs out there.

Free online sales training programs

Everyone likes a good freebie. These training programs are more than that – they can teach you valuable techniques and methodologies.

1. Channel 9 Sales Techniques – Using Competitive Sales Strategies

Price: Free

Length: 1.5-3 hours

Delivery: Online, self-paced

Theme: Competitive sales strategies, negotiation

Certified: Yes

Link: Sales Techniques – Using Competitive Sales Strategies

Channel 9’s Sales Techniques – Using Competitive Sales Strategies course arms you with essential sales skills, starting with understanding what drives customers to make purchases. You’re in control, learning at your own pace. You’ll also learn to navigate the complex dynamics within companies, distinguishing between influence and outright power.

Transitioning from theory to practice, the course covers how to align the buying and selling cycles for maximum impact. You’ll get insights into identifying your competitors and strategies to outperform them. On top of that, the course teaches the art of negotiation, aiming for outcomes that benefit both you and your customers. Plus, you’ll learn how to craft compelling sales proposals that stand out.

What you’ll learn:

• Understand what makes customers buy.
• Identify key influencers in a company.
• Learn the difference between influence and power.
• Master the buying and selling cycles.
• Spot your competitors and their strategies.
• Negotiate for mutual wins.
• Create winning sales proposals.

Who’s it for:

• New sales professionals wanting a solid start.
• Experienced sellers looking for new strategies.
• Business owners aiming to increase sales.
• Anyone interested in mastering negotiation.
• Marketers seeking to understand sales better.

2 Amaro Araujo’s Sales Negotiation Masterclass

Price: Free if you register and complete the course during trial period

Length: 1h14min

Delivery: Online, self-paced

Theme: Sales negotiation

Certified: No

Link: Sales Negotiation Masterclass

This course, hosted on Skillshare, spans just over an hour but packs a comprehensive guide to the essentials of negotiation. Sales Negotiation Masterclass has 15 lessons that cover everything from a negotiation promo video to wrapping up with support material.

This class is outlined to be accessible to learners at all levels. Amaro Araujo brings real-world experience and insights, making complex concepts easy to understand and apply. The course also includes business cases for hands-on practice, encouraging you to apply what you’ve learned in real-world scenarios.

What you’ll learn:

• The background and fundamentals of negotiation.
• How to prepare and plan effectively for any negotiation.
• Engaging in productive dialogue to understand and influence the other party.
• Crafting compelling offers and proposals.
• Techniques for closing deals confidently.
• Steps for confirming, implementing, and reviewing agreements to guarantee success.

Who’s it for:

• Small business owners wanting to negotiate better deals.
• Sales professionals looking to sharpen their negotiation skills.
• Anyone interested in mastering the art of negotiation for personal or professional growth.
• Marketers and salespeople seeking to align their efforts through strategic negotiation.

3. Paul Ferguson’s How to Sell in 7 Effective Steps

Price: Free

Length: 1h17min

Delivery: Online, self-paced

Theme: General guide to selling effectively

Certified: No

Link: How to Sell in 7 Effective Steps

Paul Ferguson’s How to Sell in 7 Effective Steps, is a concise course available on Udemy for free. It features real-world examples, practical exercises, and role-playing scenarios.

Ferguson’s course is not just another sales tutorial. It’s a manifesto for ethical and effective selling.

Here, success is measured not by the pressure exerted but by the value created and the relationships built. Ferguson’s decades of experience and innovative approach to sales are distilled into this course. He offers learners a unique opportunity to rethink traditional sales narratives and adopt a more respectful, impactful strategy for selling.

What you’ll learn:

• Understand the psychology of persuasion to influence buyer decisions.
• Master effective communication to connect deeply with customers.
• Tackle objections by turning them into opportunities.
• Employ various closing techniques to seal deals successfully.
• Engage in practical exercises and role-playing to apply what you’ve learned.

Who’s it for:

• Sales professionals aiming to sharpen their skills.
• Entrepreneurs and business owners looking to boost their sales.
• Managers and team leaders wanting to train their staff.
• Job seekers and individuals new to sales seeking a solid foundation.
• Anyone interested in becoming more persuasive in both personal and professional contexts.

4. Yale – Introduction to Negotiation

Price: Free

Length: 33h

Delivery: Online, self-paced

Theme: Sales negotiation

Certified: Yes

Link: Introduction to Negotiation

Yale University’s Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator, taught by the esteemed Barry Nalebuff is a hit on Coursera. This course is available on Coursera for free and includes 33 hours of content designed to be completed at your own pace. With financial aid available, this course has already attracted over half a million learners worldwide.

This course offers a deep dive into negotiation through interactive case studies. Learners can practice their newly learnt skills then give, and receive feedback. They explore topics such as preparing for negotiations, making ultimatums, expanding the negotiation pie, and dealing with diverse perspectives. The course culminates with insights from negotiation experts, providing a well-rounded view of the art and science of negotiation.

What you’ll learn:

• A comprehensive framework for analyzing and shaping negotiations.
• Techniques to make principled arguments that persuade others.
• Strategies to uncover underlying interests beneath apparent conflicts.
• Skills to predict, interpret, and shape the behavior of opponents in competitive situations.
• Advanced negotiation tactics, including how to negotiate without power, over email, and understanding gender differences in negotiation.

Who’s it for:

• Professionals seeking to improve their negotiation skills in the business world.
• Individuals looking to apply negotiation tactics in personal situations.
• Students and lifelong learners interested in the principles of negotiation.
• Anyone aiming to become more persuasive and principled in their negotiation approach.

Paid sales training programs

Have you got some training budget that needs spending? Look no further than these paid sales training programs.

5. Dale Carnegie’s Winning with Relationship Selling

Price: From $2,000 to $3,000, depending on location

Length: 2-3 days or 8 sessions once a week

Delivery: On-site course

Theme: Relationship selling

Certified: No

Link: Winning with Relationship Selling

Dale Carnegie’s Winning with Relationship Selling course is a transformative experience aimed at sales professionals of all levels. This on-site course, ranges from $2,000 to $3,000 depending on the location and is offered in two formats: an intensive 3-day workshop or spread over 8 sessions once a week. While it does not lead to a formal certification, the practical skills and insights gained are invaluable.

Participants will emerge from this course with a deeper understanding of how to create mutual success for themselves and their clients. This understanding comes from the course’s stress on relationship building. The course emphasizes practical application, with opportunities to practice new skills in real-world scenarios.

What you’ll learn:

• Build productive, trust-based relationships with clients.
• Understand clients’ real needs through powerful questioning and active listening.
• Navigate sales without relying on price competition by focusing on customer wants and needs.
• Apply Dale Carnegie’s Sales Model to streamline the buying process and minimize objections.
• Techniques for maintaining customer relationships for repeat business.

Who’s it for:

• New sales professionals seeking foundational sales skills.
• Experienced salespeople looking to refresh or enhance their relationship selling techniques.
• Sales managers and team leaders aiming to cultivate a customer-centric sales culture within their teams.
• Business owners and entrepreneurs who want to improve their sales strategy and customer relations.
• Any sales professional interested in adopting a more ethical, relationship-focused approach to selling.

6. Brooks Group Impact Selling Seminar

Price: $1,195

Length: 6 two-hour sessions

Delivery: Online workshop, scheduled

Theme: Six steps of the IMPACT sales methodology

Certified: No

Link: Impact Selling Seminar

The IMPACT Selling Seminar from Brooks Group focuses on a unique sales process. It’s designed for sales professionals ready to enrich their skillset with new methodologies. This seminar is online and spans six two-hour sessions.

The IMPACT methodology is a structured sales process that guides sales professionals through six key stages: Investigate, Meet, Probe, Apply, Convince, and Tie-it-up. It starts with understanding the client’s needs, then building rapport, and identifying solutions that align with those needs. The methodology emphasizes the importance of value-based selling and strategic questioning to uncover deeper insights. Finally, it focuses on closing the sale with solutions that benefit both the seller and the buyer. Win-win!

What you’ll learn:

• How to ask the right questions to find out what buyers really need.
• Know every step of the sale and be prepared for surprises.
• Get ready before the call – become the expert adviser buyers trust.
• Fill your pipeline using strategies to find and keep qualified leads.
• Sell with value, not price. Stand out and handle objections..
• Match your style to the buyer and always recognise and adapt to different personalities.

Who’s it for:

• New salespeople searching for a solid foundation.
• Experienced sellers trying to strengthen their skillset.
• Sales teams looking for a unified approach.
• Managers wanting better results from their teams.

7. Aslan Other-Centred Selling

Price: $5,000 up to $19,500

Length: Half a day up to two days

Delivery: Workshop, on-site, virtual, on-demand

Theme: Other-centered selling

Certified: No

Link: Other-Centred Selling

Aslan’s Other-Centered Selling workshop transforms traditional sales approaches by focusing on the customer’s needs rather than the sale itself. This program attempts to solve the number one problem sales reps face today: receptivity. The OCS course addresses the need for sellers to adapt by fostering genuine connections based on mutual respect and trust.

What you’ll learn:

• Techniques to become a trusted advisor rather than just a seller.
• Strategies to uncover the real needs and challenges of customers.
• Insights into understanding the driving forces behind a customer’s business.
• Methods to guide customers towards better solutions for their problems.
• Ways to make the buying process easier and less risky for customers.

Who’s it for:

• Individuals in direct selling roles looking to increase engagement and close rates.
• Those managing client accounts wishing to deepen relationships and grow accounts.
• Sales professionals operating remotely seeking to enhance their sales approach.
• Managers and executives aiming to instil a customer-centric sales culture in their teams.
• Professionals focused on securing customer satisfaction and loyalty.
• Technical sales specialists interested in aligning solutions more closely with customer needs.

8. Sandler Sales Development Series

Price: $1,000 up to $3,000

Length: Continuous, with more modules added each month

Delivery: Online, self-paced

Theme: General sales training

Certified: Yes

Link: Sales Development Series

The Sandler Sales Development Series offers a transformative approach to sales training. It’s designed to equip sales professionals with the skills needed to thrive in today’s competitive market.

Participants will learn to navigate objections and negotiations effectively, close deals confidently, and master the art of retaining clients through upselling and cross-selling. With a focus on evolving behaviors, attitudes, and techniques, this series promises to help enhance the sales performance of your team. Supported by Sandler’s robust Learning Management System, the course provides a dynamic and personalized learning experience. It’s continuously updated with new modules to address the toughest sales challenges.

What you’ll learn:

• Behaviors, attitudes, and techniques to optimize sales performance.
• Strategies to qualify opportunities, close more deals, and retain clients.
• Transition from a salesperson to a trusted advisor with equal business stature.
• Skills to turn objections into opportunities and focus on unique value rather than price.
• Present what buyers need to hear to make a purchase decision.
• Strategies for upselling and cross-selling to grow your business profitably.

Who’s it for:

• Individuals looking to elevate their sales performance with proven strategies.
• Groups seeking to optimize their sales process and improve team performance.
• Sales managers and executives aiming to upskill their teams and drive sales growth.
• Beginners in sales seeking a solid foundation in effective sales practices.
• Veterans looking to update their skills and adapt to the modern sales environment.

9. Insight Selling by RAIN Group

Price: $199/month

Length: Two days on-site or four virtual sessions plus 65+ lessons on demand

Delivery: Online, in-person, self-paced

Theme: Advanced consultative selling

Certified: Yes

Link: Insight Selling

Insight Selling: Advanced Consultative Selling is a comprehensive online course made to revolutionize your sales approach. This self-paced program, based on the acclaimed book Insight Selling by John Doerr, equips you with the skills to not just sell the value of your products and services, but to become the value yourself.

You’ll learn to challenge buyers’ assumptions, push them out of their comfort zones, and shape their thinking and agendas. The course covers how to initiate insight discussions with decision-makers, differentiate yourself in a crowded market, and use storytelling to compel action. With over 65 lessons, assignments, tools, and downloadable resources, this program is a deep dive into becoming an invaluable asset to your buyers.

What you’ll learn:

• Initiate and lead insight discussions with key decision-makers.
• Differentiate yourself and your offerings from competitors.
• Use strategic questioning to challenge and change buyer thinking.
• Craft and telling stories that highlight your unique value and drive buyer action.

Who’s it for:

• Individuals and small teams looking to stand out by providing unique insights and value.
• Salespeople aiming to increase their impact and success in consultative selling.
• Anyone interested in learning advanced techniques to influence buyer decisions and close more deals.

10. Inside Sales Training by Salesbuzz

Price: $395

Length: Eight 50-minute classes

Delivery: Online self-paced

Theme: Inside phone sales

Certified: Yes

Link: Inside Sales Training

Inside Sales Training by Salesbuzz is a comprehensive online course specifically for B2B teams selling over the phone. This course tackles the core challenges of inside sales, including overcoming call reluctance, navigating gatekeepers, and mastering the art of leaving voicemails that prompt callbacks.

With a focus on building confidence, this program equips sales professionals with the skills to engage decision-makers effectively. From crafting compelling opening value statements to advanced consultative selling techniques, participants will learn to become indispensable to their customers’ success.

What you’ll learn:

• Craft opening value statements that grab attention.
• Strategies for getting past gatekeepers and increasing voicemail callbacks.
• Techniques for engaging prospects and uncovering problems they weren’t aware of.
• Qualify prospects effectively to streamline the sales process.
• Tailor presentations to prospects’ hot buttons and handling objections confidently.
• Effective follow-up strategies and generating referrals through social selling.
• Goal setting and time management skills to boost productivity and sales performance.

Who’s it for:

• Inside sales professionals looking to reinforce their phone sales skills.
• Sales teams seeking to reduce call reluctance and improve engagement with decision-makers.
• B2B sales representatives aiming to differentiate themselves and their offerings.
• Any salesperson who wants to master the art of selling over the phone, from cold calls to closing deals.

11. Hoffman Hallmarks

Price: $395/year membership

Length: Over 6 hours

Delivery: Online self-paced

Theme: Full sales walkthrough from starting to closing the deal

Certified: No

Link: Hoffman Hallmarks

Hoffman Hallmarks is a dynamic sales training collection tailored for the modern sales professional. Created by Jeff Hoffman, a renowned sales expert, this program is celebrated for its practical, time-efficient approach to sales training. Recognised globally and trusted by over 200,000 professionals, Hoffman Hallmarks offers a variety of formats to fit any schedule.

From quick one-minute sales hacks to in-depth thirty-minute practice sessions, this program has all the answers just moments away. Having trouble with a ghosting customer, a new objection, or a delayed contract? Hoffman provides the tools and techniques to navigate these challenges effectively.

What you’ll learn:

• Quick and effective sales techniques with Hoffman Hacks™.
• Real-world deal review and analysis with Close It or Kill It™.
• Personal strengths and weaknesses assessment with Scorecard™.
• Comprehensive sales strategies covering the entire sales process from outreach to closing.

Who’s it for:

• Sales professionals seeking efficient and effective sales training.
• Teams looking for real-world sales strategies and techniques.
• Individuals or organizations needing flexible learning options.
• Anyone in sales looking to improve their skills in a time-efficient manner.

12. Janek’s Critical Selling Skills

Price: $1,245 per participant

Length: 2 days

Delivery: Self-paced on-demand learning

Theme: Sales scenarios across all stages of the sales process

Certified: Yes

Link: Critical Selling Skills

Janek’s Critical Selling Skills program transforms sales professionals into Trusted Advisors. Participants learn to navigate modern sales environments. They quickly build trust, differentiate their offerings through value, and exceed customer expectations. The course equips them with consultative approaches and the confidence to handle challenging sales scenarios, unlocking new levels of effectiveness and winning more business.

What you’ll learn:

• Techniques to quickly establish rapport and trust with customers.
• Strategies for differentiating offerings and creating value.
• Methods to achieve Trusted Advisor status and exceed customer expectations.
• Skills to uncover customer needs and present persuasive solutions.
• Approaches to reduce and overcome customer objections effectively.

Who’s it for:

• Sales professionals seeking to enhance their consultative selling skills.
• Teams needing to adapt to modern customer expectations and sales environments.
• Individuals aiming to transition from traditional product-based selling to value-focused approaches.
• Salespeople looking to build stronger, trust-based customer relationships and close more deals.

13. Sales Accelerator for Sales Managers

Price: $107/month

Length: Two monthly 60-minute virtual events and a library of lessons

Delivery: Online on-demand

Theme: Down-to-earth sales and providing valuable insights to customers

Certified: No

Link: Sales Accelerator for Sales Managers

The Sales Accelerator for Sales Managers program equips sales managers and their teams with the tools and techniques needed to smash sales targets. This program focuses on practical, no-nonsense sales strategies and providing deep insights to customers. From overcoming call reluctance to mastering the art of closing deals, this course covers all bases.

This program uniquely combines the flexibility of on-demand learning with the benefits of monthly virtual events, led by Anthony Iannarino and other sales experts.

What you’ll learn:

• Master no-rubbish sales techniques that cut through the noise and deliver results.
• Learn how to provide valuable insights to customers, setting you apart from the competition.
• Discover strategies for overcoming call reluctance and engaging decision-makers effectively.
• Gain skills in navigating sales from cold calls to closing, with practical, actionable strategies.
• Understand how to use modern sales tactics that resonate with today’s buyers.

Who’s it for:

• Sales managers looking to strengthen their team’s performance and results.
• Sales professionals eager to refine their approach and increase their success rate.
• Teams in need of a comprehensive, on-demand training solution that fits their schedule.
• Anyone in sales seeking to adopt an effective approach to meeting and exceeding sales targets.

14. JBarrows Driving to Close

Price: $749/year per user

Length: Three 2-hour sessions over 1-2 weeks

Delivery: On-demand catalog plus live monthly training

Theme: General sales training

Certified: Yes

Link: Driving to Close

The JBarrows Driving to Close program is a comprehensive sales training program created for sales professionals at any level who aim to improve their deal-closing skills. This program introduces a unique “deal scorecard” concept, enabling participants to objectively assess the health of opportunities in their pipeline. It covers a wide range of essential sales topics, including negotiation strategies, creating a custom scorecard for deal assessment, distinguishing between qualification and discovery, and effective meeting preparation.

The course is led by John Barrows, a renowned sales expert, who takes the time to answer questions individually.

What you’ll learn:

• Navigate the “Gives” and “Gets” of negotiations to balance value exchange.
• Develop a custom scorecard to objectively evaluate sales opportunities.
• Differentiate between qualification and discovery to optimize sales funnel management.
• Prepare effectively for meetings with a comprehensive pre-meeting checklist.
• Control meetings and confirm outcomes to drive deals forward.
• Utilize impactful questioning techniques to uncover customer needs and create urgency.
• Follow up with prospects to make for commitment and accountability.

Who’s it for:

• Sales professionals seeking to improve their closing rates and deal management.
• Sales teams looking for a unified approach to evaluating and advancing sales opportunities.
• Individuals new to sales who want to build a strong foundation in sales techniques.
• Experienced salespeople aiming to refresh their skills and adopt new strategies for modern sales environments.

Key takeaways

Sales training is essential for boosting your team’s skills and staying competitive. With a wide array of options available, finding the right fit for your team and budget is easier than ever. Training transforms average sellers into stars and keeps your best performers sharp.

If you’re noticing signs like stagnant sales, team struggles, or unhappy customers, it’s time to consider training. No matter if you’re launching new products or dealing with low team morale, training can provide the solutions you need.

These programs cover a broad spectrum, from inbound sales to closing deals, offering valuable insights for both newbies and seasoned pros. With formats ranging from free online courses to paid in-person sessions, many of which offer certification, there’s something for everyone.

So, what will you learn from these sales training programs? Expect to discover how to attract and engage customers, seal the deals that feel good for everyone involved, and keep customers coming back for more. You’ll get to know new tactics, learn to handle objections, and understand how to integrate sales into marketing efforts – and vice versa.

Final thoughts

Investing in sales training is more than just a commitment to individual growth. It’s a strategic move towards your team’s success. The right training program can transform your sales approach and improve customer relationships.

Sales is one of the most dynamic industries. Keeping your team updated with the latest strategies, tools, and techniques is extremely important for maintaining an edge.

As you consider the options, focus on programs that align with your team’s goals and learning preferences. Look for training that offers practical, actionable strategies and emphasizes real-world application. And don’t underestimate the value of certification – it can further impact your team’s credibility and confidence.

In the end, the best sales training program is the one that leads to measurable improvements in performance and customer satisfaction. So, take the leap, invest in your team’s potential, and watch as they achieve—and exceed—their sales targets. The future of your sales success begins with the decision to grow and learn today!

CRM trends are constantly developing and evolving. A customer relationship management system is a key tool for both sales and marketing teams. But to make the most of their CRM, or if or if you’re in the market for one, you need to be aware of new and growing CRM trends.

CRM solutions can help with numerous business problems, from managing customer interactions to organizing and improving your marketing efforts. Keeping track of the most popular CRM software trends may help you stay ahead of your competition.

In this blog post, we’ll explore CRM trends that we’re seeing in 2024 and how they affect your business.

Why are businesses using CRM software?

CRM software is the fastest growing software in digital marketing and with good reason. There’s a lot of evidence on how CRM software can help businesses of every size grow and meet their goals.
Let’s examine the facts:

• CRM software can improve conversion rates by 300%
• 13% of companies say investing in a CRM platform is one of their top sales priorities
• CRM systems can increase customer retention by 27% and improve customer relationships by 74%
• By 2025, the CRM market will be worth $82 billion globally.
• 91% of businesses with over 11 employees now use CRM systems
• Sales forecasting and report accuracy can increase by 42% with CRM software
• Businesses can use a CRM to cut lead costs by 23%

Top CRM trends to watch in 2024

Artificial intelligence

AI is a hot topic in tech and its continued development is making it more accessible for businesses of all sizes. Advancements in AI and machine learning have created a world of new possibilities for CRM software, helping companies streamline their processes and create new personalized experiences for customers.

AI can help businesses with problems like:

Automation:

Artificial intelligence (AI) and machine learning (ML) can help you improve your project management and customer handling skills. A key benefit of AI is its ability to streamline tedious and time-consuming tasks like customer segmentation allowing you to build detailed customer profiles.

With the right customer profiles, you can better understand their specific needs. An automated CRM system helps you analyze your customer data more efficiently so you can adjust marketing campaigns and better target your audience with things like nurture sequences. CRM also helps you adjust specific variables like demographics and behavioral trends to better boost your marketing efforts.

Communication tools:

AI helps businesses communicate with customers quickly and efficiently. Conversational AI tools like chatbots and voice assistants help improve your customer service efforts by allowing you to keep your communication channels open for more serious and urgent customer problems.

Natural Language Programming (NLP), can also determine which customer requests should be prioritized. They can classify the most urgent and important customer queries, by analyzing and understanding customer needs allowing your team to deal with business-critical requests.

Analytics:

Predictive analytics can help you anticipate and address potential business challenges before they become a problem. When set up properly it can identify user behaviors, helping you improve your sales opportunities and assist your marketing team by helping them to make better informed decisions.

Customer experience

Successful businesses know the value of excellent customer service and 45.9% of businesses claim that customer experience (CX) is their number one priority. Many small organizations invest resources to develop CX teams whose purpose is to support their customer’s experience in hopes of gaining higher levels of engagement and retention.

86% of buyers state that they’re willing to pay extra for a ‘seamless customer experience’, and 38% of customers say they’ll become a repeat customer if they have a positive customer service experience.

This is where CRM technology comes in. The right CRM can help you provide excellent customer service making it easy to draw in prospects, boost your ROI, and stand out from your competitors. Providing your CX team with the right tools is the first step to success. With the right CRM, your team can manage their customer relations efforts and go above and beyond for the end user.

Omnichannel experience

Customers expect a seamless experience across all your company platforms. It doesn’t matter if they’re communicating with your business via social media, your mobile app, or in person, CRM systems will help you create an omnichannel customer experience.

You should ensure that customer data and interactions are cohesive across all touchpoints to offer a unified brand experience. Consider how best to consolidate your customer interactions into a single profile by frequently updating your CRM system. Doing so allows you to provide consistent service and marketing messaging to both existing customers and prospects. Whether you’re sending targeted emails based on prior purchases or offering personalized marketing recommendations based on previous customer behavior.

CRM mobile apps

Mobile CRM apps are big business and they’re becoming increasingly popular.. Customers want access to their data wherever and whenever. This is why more and more customers are downloading mobile CRM apps onto mobile devices.

Portable CRM solutions are useful for sales reps as they allow them to stay connected while in the field with clients. Reps can respond to inquiries quickly As technology advances, businesses will continue to update their mobile CRM solutions with new updates and features to provide better value.

Data security

Customer relationship management software is an easy target for cyber attacks, with threats becoming increasingly sophisticated.

Besides the exfiltration of data from cyberattacks, complying with regulations such as GDPR and CCPA are always something businesses should be concerned with. Protect sensitive information and unauthorized access with stringent security policies.

Users expect CRM software to keep their data analytics safe from potential threats so they will only select SaaS vendors that share these concerns and provide the right safeguards. Capsule is ISO267001 compliant, so you can trust that our software will keep you and your data secure and protected.

Industry-specific software

Different businesses have specific needs. While all companies may need to complete similar jobs, like prospecting or customer communications, sales professionals may need different tools to complete their tasks.

This has led to one of the latest CRM trends, industry-specific software. Businesses like healthcare organizations have begun switching to software designed with insider knowledge as they have a better understanding of specific workflows, regulations, and legal requirements. This specialized software helps companies streamline their operations, improve efficiency, and enhance productivity by supplying features specifically relevant to their day-to-day tasks.

Industry-specific software often comes with built-in best practices and compliance measures, helping companies ensure they can easily meet industry standards and regulatory requirements.

Enhanced automation

Automation has become a key part of CRM technology because it streamlines processes and improves customer relationships. No one enjoys repetitive tasks, because they take time and effort.

CRM automation can help a company, and its sales team, free up valuable time so that they can focus on nurturing relationships and closing deals.

CRM automation can help with tasks like:

• Lead management: The right CRM can help you capture and qualify leads based on your criteria
• Email automation: Send out welcome and renewal emails automatically so you never miss an opportunity.
• Data management: Automate data entry, cleansing, and synchronization across systems to save resources and avoid manual errors
• Workflow automation: Streamline internal processes such as approvals, notifications, and task assignments by automating workflow triggers and actions.
• Analytics and reporting: Generate reports, dashboards, and insights based on your predetermined metrics and KPIs.

People are by far one of the most expensive resources that a company has, so free up their workload and allow them to focus on the tasks that matter.

Low-code, no-code solutions

2024 has shown that customers are shifting towards more self-service CRM solutions. Previously, customers had to rely on tech professionals to help them manage and maintain complex, and often expensive business management systems. But now, low-code and no-code solutions are leading the pack.

A self-service, CRM system like Capsule, requires little or no manual coding, meaning that it can be easily rolled out across companies and used by teams regardless of their prior technical knowledge. Like Capsule, most self-service CRMs are cloud-based meaning they’re easy to set up and scale making them perfect for freelancers and small teams. This can save users both time and resources as they spend less time seeking support or providing teams with training, making them more affordable.

Improved third-party integrations

Users want their CRM systems to act as a one-stop shop for all of their sales and marketing needs. CRM platforms are increasingly integrating more third-party apps to help sales teams manage all their sales processes in a single system. Whether it’s a marketing automation application, an e-commerce platform, or an ERP system, integrations are crucial for bringing together your organization’s business operations.

Businesses want integration processes that are easy to set up and maintain. Most modern CRMs have drag-and-drop integration builders that require little or no coding, making integration simple. Tools like Zapier already help CRM vendors improve their data import capabilities, APIs, and SDKs.

Integrating software solutions like Quickbooks can help finance teams manage and track their purchases and payments. When multiple teams consolidate CRM data in one accessible space, instead of using multiple customer data platforms, it can improve team alignment across the business.

Social CRM

Social media is big business. You’d be hard-pressed to find a business that doesn’t have at least a few social media channels they regularly post on, but how does it relate to growing CRM trends?

Social CRM refers to companies integrating social media platforms directly into their customer relationship management systems. Customer service reps already know the importance of using social media to manage customer communications.

A social CRM can help businesses gain valuable insights into customer preferences, behaviors, and sentiments in real-time. Armed with this detail, a customer service rep can tailor their interactions and offerings more effectively. This growing CRM trend reflects the changes happening across customer relations as an industry. Customer engagement specialists need to be aware of how social media helps shape brand perceptions and influencing purchasing decisions.

Internet of Things (IoT)

Internet of Things (IoT) refers to the network of connected devices that use embedded sensors and software to collect and exchange data.

By integrating Internet of Things technology, businesses can change how they interact with clientele by tapping into this vast network. CRM providers could access new data streams that offer invaluable insight into customer behavior and preferences and enhance the overall customer experience.

IoT data can help CRM systems craft personalized marketing campaigns tailored to each customer journey, helping to drive engagement and boost customer satisfaction and loyalty. Beyond marketing, integrating IoT with your CRM data systems can help with product development. By collecting feedback from existing customers on connected devices, you can identify key trends and use customer data to better meet user demand.

Conclusion

CRMs are growing in popularity and the CRM market is adapting quicker than ever before. This increased demand means that CRM providers mustwork fast to meet the needs of an ever-growing market.

Many CRM systems are placing increased focus on automation, customization, additional integrations. and centralizing databases in hope that they will stand out as the future of CRM systems.

Learn how Capsule CRM can help you and your business grow in 2024 with your free 14-day trial.

Wouldn’t it be great if you could predict your sales future?

Among the many metrics out there, ACV (annual contract value) often flies under the radar. Yet, it’s necessary for nailing your sales process and can serve as a key indicator in sales forecasting.

With ACV, you get clarity and direction, cutting through the noise of less impactful metrics. Coupled with other KPIs – ACV becomes even more powerful.

Ready to find out how this overlooked gem can transform your approach to sales?

What is ACV in sales?

ACV, or Annual Contract Value, tells you how much revenue you can expect every year from a single customer contract, minus any one-time fees.

Think of ACV as a clear indicator of the steady income your business will see, which is super important for making smart, future-focused decisions.

Example: A five-year one-million-dollar contract has an ACV of $200,000.

ACV shows you where to direct your efforts and resources for the best growth. So, if you’re looking to measure your results better, understanding ACV is a great place to start.

Why you need to measure ACV

You need ACV to see tomorrow’s revenue today. It’s that simple. This clarity is your roadmap for where to invest and grow.

See who brings the most revenue

ACV spots your goldmine customers. Knowing who brings in the cash lets you know where best to divert your efforts. If your ACV jumps after launching a new feature, you’re winning. Keep pushing in that direction!

Spot growth opportunities

Looking for growth? ACV points the way. It indicates where upselling or new offers could boost your bottom line.

Retain customers

ACV shines a light on retention too, as it shows which customers stick with you. A steady or growing ACV means happy customers. Focus your retention efforts based on ACV insights.

Keeping a customer is cheaper than finding a new one. ACV helps you keep your valuable customers close. It’s imperative for a solid, loyal customer base.

Rising ACV means you’re on track. A falling ACV? Likely, time to pivot.

But, how do you calculate ACV?

ACV calculation example

ACV helps you understand the annual value a customer contract brings to your business.

Example scenario:

Imagine your company sells a project management software subscription. You might have a variety of customers – but let’s focus on one particular contract to see how ACV works.

Customer contract details:

• Contract length: 3 years
• Total contract value: $36,000
• One-time setup fee: $4,000
• Annual maintenance fee: $2,000 (starting from the second year)

Step-by-step ACV sales calculations:

1. Identify the total contract value (TCV):

The TCV is the total revenue from the contract. In this case, it’s $36,000.

2. Exclude one-time fees:

• Subtract any one-time fees from the TCV to focus on recurring revenue. Here, you subtract the $4,000 setup fee.
• Adjusted TCV = $36,000 – $4,000 = $32,000

3.Consider additional recurring fees:

• If there are additional recurring fees outside the standard contract payments, add them to the adjusted TCV. Here, the annual maintenance fee starts in the second year, but for ACV, we consider the annual value, including all recurring fees.
• Since the maintenance fee is $2,000 annually for the last two years of the contract, it adds $4,000 to the total value over three years.
• New TCV = $32,000 + $4,000 = $36,000

4. Calculate ACV:

• Divide the adjusted TCV by the number of years in the contract to find the ACV.
• ACV = $36,000 / 3 years = $12,000

So, the ACV for this contract is $12,000.

This means that the deal brings in $12,000 each year.

You might also want to know the average ACV for your business. Here’s an example of an average annual contract value calculation:

Imagine your business has three types of contracts:

• Contract 1: $12,000 a year
• Contract 2: $18,000 a year
• Contract 3: $24,000 a year

Here’s how you calculate the average ACV:

1. List your types of contracts: You have three, each with its own yearly value.
2. Calculate ACV for each: Already done. You have $12,000, $18,000, and $24,000.
3. Add them up: $12,000 + $18,000 + $24,000 = $54,000. This is the total annual value of all contracts.
4. Count your contracts: You’ve got three contracts.
5. Divide to find the average: $54,000 total divided by 3 contracts = $18,000.

So, your average ACV across all contracts is $18,000. This number helps you see the yearly value you’re getting from your contracts, a key metric for understanding your revenue streams.

Now that you know how to calculate ACV, let’s get down to how to use it in practice.

ACV usage

ACV is a fundamental number in many areas of a business. It helps in sales, marketing, product development, customer success, and even at the executive level.

But, it’s not a solo act.

ACV teams up well with other sales metrics like Customer Acquisition Cost (CAC), Annual Recurring Revenue (ARR), and Customer Lifetime Value (CLV) to build a full picture.

Sales teams set targets with ACV

Sales teams use ACV to nail down their sales targets. How does it work? Sales managers look at the yearly value of each customer’s contract. This shows them how much money they can expect to make.

If they combine it with CAC, they get an answer on whether the big contracts are worth chasing. With this info, sales managers set realistic goals.

Sales teams might also use ACV to:

• Identify high-value clients: ACV gives sales teams an instant look into the most valuable contracts.
• Tailor sales strategy: Each of these lucrative contracts can then get tailored messaging from sales reps.
• Adjust sales targets: ACV tells your sales team where to allocate the most time and resources.

It’s about finding and closing the ones that really boost revenue. This way, sales teams know what to aim for each year.

Marketing teams plan targeted campaigns with ACV

Marketing teams turn to ACV to craft their campaigns. They start by understanding which contracts bring in the most money annually. Then, this insight directs them to focus their efforts on attracting similar high-value customers.

Instead of casting a wide net, they create messages and offers that speak directly to high-value prospects.

Marketing teams can also use ACV for the following:

• Segment audiences based on value: Marketing teams segment their audience by ACV and target those who historically sign higher-value contracts.
• Develop high-value customer profiles: They create detailed profiles of high-ACV customers to understand and replicate success in future campaigns.
• Measure campaign impact on ACV: Marketing evaluates how different campaigns affect ACV, so that they can better plan their future efforts on strategies that, actually, increase contract values.

Marketing teams often match ACV with CLV to focus on long-term valuable customers.

The goal is clear: spend money on campaigns that attract the best customers.

ACV helps finance teams build budgets

The ACV provides the finance team with an overview of the cash flow for the year. It brings them more detailed info into the current financial situation.

They use this insight to plan out the budget and find out where the money’s coming from – and where it’s going. This way, they keep the company on solid ground, ready for what’s next.

Finance teams leverage ACV for:

• Forecasting annual revenue: Finance teams use ACV to predict the company’s cash flow to see the big financial picture and plan some improvements if needed.
• Informing budget allocation: With insights from ACV, they pinpoint where revenue is strongest and allocate the budget to support further revenue growth in these areas.
• Fortifying financial stability: ACV guides finance teams in making strategic decisions that keep the company financially healthy and prepared for future opportunities.

With ACV, instead of guessing, they make every dollar work hard.

Product managers decide what’s next with ACV

Product managers can use ACV to figure out which features or services customers really value. Particularly in SaaS businesses, they can see which contracts are bringing them big bucks.

This often pushes them to ask: “What do these customers love about our product?”. Based on the answers, they decide what to do next with the projects and products.

ACV can help them:

• Prioritize feature development: Product managers look at high-ACV contracts to decide which features to build or enhance.
• Understand customer preferences: They analyze why certain customers sign more valuable contracts, and shape the product roadmap further.
• Align product strategy with revenue goals: ACV helps product managers match their development plans with the company’s financial targets.

With ACV, product managers focus on what makes the product a winner in the market – all while also impacting the revenue.

Customer success teams improve retention with ACV

Customer success teams use ACV to guarantee that high-value customers remain satisfied and engaged with the product.

They can tailor their approach with personalized support – and take the business to the next level. This targeted strategy directly impacts the company’s financial health by retaining and expanding its most profitable accounts.

Here’s what they do:

• Identify high-value customers: They look at ACV to see which customers generate revenue, and match it with support options.
• Customize support and services: Knowing a customer’s ACV allows for personalized support plans that cater to their specific requirements.
• Spot upsell and cross-sell opportunities: High ACV accounts often have the most potential for additional sales. Customer success teams look for opportunities to introduce these customers to new products or upgraded services.

ACV works best with CAC, ARR, and CLV. A low ACV doesn’t have to be bad if you have lots of customers. But, a high ACV loses its shine if getting those contracts costs too much.

The trick is to balance attracting valuable customers without overspending. It’s about smart moves, not just hard work.

At this point, ACV might look somehow similar to ARR.

However, these are not the same – and we’ll explain the differences below.

ACV vs ARR (annual recurring revenue)

As we mentioned, ACV stands for Annual Contract Value. It’s all about the yearly cash each customer contract brings in. ACV is a detailed analysis of a specific deal, showing how much value it adds. It is useful for figuring out which customers are worth more effort and how to keep customer acquisition cost in check.

ARR means Annual Recurring Revenue. This is the big picture of what’s coming in from all customer subscriptions, month after month. It’s your steady income, the reliable cash flow from customer accounts that you can count on. You can use ARR to track revenue growth and adjust pricing strategy.

How to calculate ARR

Let’s break down ARR with a simple example. Imagine your company has three customers:

• Customer A pays $100 every month.
• Customer B pays $200 every month.
• Customer C pays $300 every month.

To find the ARR:

1. Add up the monthly payments: $100 + $200 + $300 = $600. This is your monthly recurring revenue (MRR).
2. Multiply by 12 to get the ARR: $600 * 12 = $7,200.

So, your ARR from these subscriptions is $7,200. This number gives you a clear view of the yearly income you can expect from your current customer base.

In short:

• ACV helps you zoom in on individual contracts to make smart moves and manage costs.
• ARR zooms out, showing the steady income that keeps your business running. Both are super important for tracking how well you’re doing and planning your next steps.

When it comes to making the most of ACV (and other key metrics!), having the right tools can make all the difference.

Capsule & Plecto

One standout solution is the integration of Capsule CRM with Plecto. This powerful combo brings your data to life and makes it easier than ever to plug numbers into metrics formulas to see your financial landscape visually.

Capsule CRM keeps track of customer relationships, managing customer contracts and interactions in one place. It’s where you can see the potential ACV of each deal.

Plecto steps in to visualize this data. It takes the numbers from Capsule CRM and turns them into clear, easy-to-understand visualizations.

This means you can see your ACV, along with other metrics like CAC, ARR, and CLV, in real-time dashboards.

Capsule & Looker Studio

Another helpful integration is Capsule and Looker Studio. Together, they make your data straightforward and actionable for small businesses.

Here’s how it works:

1. Capsule CRM organizes your customer details and sales.
2. Then, Looker Studio steps in to transform this data into understandable, visually appealing charts and reports.

Capsule & Freshbooks

Pairing Capsule CRM with FreshBooks can help you improve your ACV.

Seeing each customer’s yearly value is easy with this integration. You enter data once, and it appears where you need it. No double work. With this setup, you can spot who spends more – and might spend even more again.

You also get to see all invoices and payments right in Capsule. This means you know who’s paid and who hasn’t, and you can plan your next moves (for example, sending reminders to chase payments).

Automating invoices saves time and keeps cash flowing without extra hassle.

Final thoughts

ACV gives you a clear view of your business’s financial health – so if you haven’t measured it yet, high time to do that now!

Monitoring your average ACV is a smart way to assess your business’s vitality and set goals. Combined with other metrics, ACV becomes yet another indicator of the health of your business. Let it inform your decisions and shape your actions.

Here’s to making every contact count and driving your business forward!

Pipedrive is known for its user-friendly interface and efficient sales management features, and has been a go-to platform for many. However, factors like cost, feature set, and scalability can push businesses to explore alternatives to Pipedrive CRM. Let’s explore some alternatives in more detail.

What is Pipedrive CRM?

Pipedrive CRM is a tool designed to streamline the sales process. As one of the most popular CRM solutions, it allows sales teams to manage their pipelines, track deals, and analyze performance with an intuitive interface.

Key features

• Customisable sales pipelines: Tailor your sales stages to fit your process.
• Automated workflows: Reduce manual work by automating repetitive tasks.
• Comprehensive reporting and analytics: Gain insights into sales performance with detailed reports.
• Centralized communication hub: Manage all your communications from a single platform.
• Lead and deal management: Organize and track your sales leads and deals efficiently.
• Mobile app: Access your CRM on the go with a fully-featured mobile application.
• Pipedrive Marketplace: Connect a plethora of apps with Pipedrive for a complete solution.

Why seek alternatives to Pipedrive?

Pipedrive has earned its place for its accessible sales management system. But some businesses might need to explore alternatives for several reasons:

1. Customisation limitations

While Pipedrive offers customisation, it may not fully accommodate the unique requirements of all business processes, making it less flexible for those with specialized needs.

2. Reporting and analytics

Pipedrive’s reporting and analytics capabilities, though powerful, may not provide the depth and granularity required by organizations that rely heavily on data-driven decisions.

3. Mobile app functionality

Pipedrive’s mobile application may lack some functionalities found in the desktop version, impacting efficiency outside the office.

4. Integration challenges

Integrating Pipedrive with other essential business tools can sometimes be problematic, leading to disjointed workflows and increased administrative work.

5. Scalability concerns

Growing businesses are likely to find Pipedrive’s features and capacity insufficient. Scaling up requires capable solutions – and Pipedrive may cause performance bottlenecks.

6. Customer service issues

Some users report delays or difficulties in obtaining the support needed to resolve issues promptly, affecting their overall user experience.

7. Billing and pricing

Unexpected billing practices and pricing structures can cause budgeting challenges, prompting businesses to seek more transparent pricing models.

8. Implementation hurdles

Setting up and customizing Pipedrive to fit specific business processes can be complex and time-consuming, especially for companies with an intricate sales cycle.

Top 8 alternatives to Pipedrive

There are hundreds of CRM tools on the market. Choosing the right one for your business can be challenging so, to simplify your search, we’ve curated a list of the top 8 alternatives to Pipedrive.

We focused on diverse needs ranging from scalability and customization to advanced analytics and integration capabilities.

1. Capsule CRM

Capsule CRM, a cloud-based customer relationship management platform, is designed for small and medium-sized businesses.

It offers features such as contact management, sales pipeline tracking, and task organization, which can be especially appealing for those looking for alternatives to Pipedrive due to its user-friendly interface and customisation capabilities. There’s more to it than that, though!

Key features:

• Sales pipeline management: Offers a detailed view of sales opportunities, including pipeline stages and a visual tracking system.
• Task management: Integrates tasks and calendar for managing appointments and follow-ups, complemented by task reminders.
• AI content assistant: Automates and personalized email content, saving time while maintaining a high level of personalisation in communications.
• Automation tools: Equips businesses with tools to automate sales processes and communications.
• Contact management: Features a comprehensive system with search capabilities, profile enrichment, and easy import options.
• Email marketing tools: CapsuleCRM increases its CRM capabilities with Transpond for creating, sending, and analyzing email campaigns.
• Sales analytics: CapsuleCRM offers tools to track and analyze sales data, providing insights into business growth, conversion rates, and sales activities.

Pros of Capsule CRM:

• User-friendliness: Known for its straightforward interface that allows for quick adaptation and optimisation of an entire sales cycle.
• Great customisation: Offers extensive customisation to fit various workflows and needs. Your perfect workflow is just a few clicks away.
• Robust integration: Capable of integrating with numerous tools and platforms, facilitating seamless workflows.
• Excellent customer service: Provides responsive and helpful support. Users can maximize the platform’s capabilities and resolve issues swiftly.
• Comprehensive reporting: Delivers in-depth analytics and customisable reporting options so that businesses can track performance and make data-driven decisions.
• Top-notch security: Features two-factor authentication, options to restore deleted records, GDPR compliance, and customisable user roles – all to protect business data integrity and comply with regulatory standards.
• Dedicated account manager: The Ultimate plan offers account management which can help utilize the platform to its maximum potential.

User reviews

Mark V. (Small Business): “We moved to Capsule CRM from Pipedrive when they dropped native Xero integration and have not looked back. We loved the simplicity of the setup and the interface is effortless to navigate. The Xero integration works seamlessly and we have true two-way availability of our financial information in the CRM. We also use Help Scout for support tickets and Capsule integration is very useful.”

James B. (Small Business): “I am thoroughly impressed with this CRM! Easily integrated (like 5 minutes!) and using it with almost every transaction/action in the workplace. Its intuitive interface simplifies workflow, making managing contacts a breeze. They have a great pipeline set up that enables us to manage and organize sales stages. The standout feature, however, is the exceptional customer support.”

Alison K. (Small Business): “Capsule CRM is an incredibly user-friendly and efficient solution for managing your business on a day-to-day basis. One of its greatest strengths is the ability to customize different sections according to your specific requirements. It is not only a cost-effective CRM, but it also exceeds expectations by seamlessly integrating with popular tools like Outlook, Xero, and other essential business software.”

For more customer reviews visit G2.

Best for

• Small to medium-sized businesses (SMBs): Those seeking a CRM that combines ease of use with powerful functionality without the complexity or cost of larger systems.
• Startups: Relatively young companies needing to establish solid sales processes and customer management practices from the ground up.
• Sales teams: Sales professionals looking for detailed pipeline management and reporting tools to amplify their productivity and reach sales targets.
• Freelancers and consultants: Individuals who manage multiple clients and projects and need to keep track of communications, proposals, and follow-ups efficiently.
• Marketing teams: Marketers requiring seamless integration with email marketing tools like Mailchimp and automation capabilities to run campaigns effectively.
• Service providers: Businesses in service sectors (e.g., IT services, marketing agencies, consulting) that benefit from task management, project automation, and contact management features to deliver consistent customer experiences.

Pricing plans

You can try Capsule CRM for free with up to 2 users and 250 contacts. The Starter plan is just $18 per month which is quite inexpensive compared to other CRM solutions. The Professional plan includes even more features and it’s also competitively priced. Check the pricing plans here.

2. Zoho CRM

Zoho CRM is a complex customer relationship management platform designed to assist businesses in managing sales, marketing, and customer support in a single system. Like Pipedrive, it’s versatile, offering a wide range of features that are suitable for small to large businesses across various industries.

Key features

• Automating sales tasks
• Customizing CRM interfaces
• Streamlining sales funnel
• Orchestrating personalized customer journeys
• Providing unified communication across channels
• Offering advanced data analytics for insights
• Improving resource accessibility for sales enablement

Considerations and obstacles

• Data access and segmentation: Users face challenges with restricting access and effectively segmenting accounts or territories among sales reps, which might affect data privacy and management efficiency.
• Support responsiveness: The responsiveness of Zoho CRM’s support team does not always meet user expectations, which may delay critical issues from being resolved.
• License flexibility: There’s a noted lack of granularity in licensing, particularly concerning the allocation of templates and other features without upgrading to a more costly license tier.
• Rigid interface: Limited customisation and an outdated interface are concerns with Zoho CRM software, as some users express the need for more modern aesthetics and the ability to tailor the platform more closely to their preferences.
• Confusing pricing: Many users find Zoho CRM’s pricing model to be complex, with feedback indicating difficulty understanding the various tiers and options.

Pricing plans

Zoho CRM offers various pricing plans tailored to different business needs, including a free version for up to three users. The paid plans include the Standard, Professional, Enterprise, and Ultimate editions, with prices ranging to accommodate the varying requirements of businesses of all sizes.

3. Salesforce

With Salesforce, you will find a comprehensive set of CRM functionalities that cover several aspects of your business, including sales, customer service, and marketing. They’re especially suited for large organizations – as they have a steep learning curve and huge scalability potential.

Key features

• Opportunity and pipeline management
• Partner relationship management
• Desktop integration & email marketing
• Customer contract and order management
• Product and price list management
• Reporting and analytics
• Customer support
• Mobile & social
• Cloud services
• Marketing Cloud

Considerations and obstacles

• Steep learning curve: According to reviews, users find Salesforce complex and time-consuming to learn – highlighting the platform’s extensive features and customisation options as challenging to get used to without prior experience.
• Setup and customisation difficulties: Setting up Salesforce to meet specific business needs and requirements is not straightforward, and this can make customisation tricky.
• Report generation: Some users report confusion and difficulty in generating the reports they need, making it difficult to pull relevant information.
• Complexity and intuitiveness: The platform’s complexity and counterintuitive workflows can limit efficient use, especially for those new to Salesforce.

Pricing plans

Salesforce offers a “Starter” package tailored for small teams, focusing on sales, service, and email outreach. Priced at €25 per user per month (billed annually), it includes email marketing and analytics, out-of-the-box sales processes, and seamless customer service features.

4. HubSpot CRM

HubSpot is an all-in-one marketing, sales, and service platform that helps businesses attract visitors, convert and manage leads, and close deals. It offers a comprehensive suite of tools to enhance inbound marketing strategies and improve customer relations through automation, analytics, and personalized communication.

Key features

• Sales CRM
• Email marketing
• Lead management
• Marketing automation
• Reporting/analytics
• Sales pipeline management
• Contact management
• Appointment scheduling

Considerations and obstacles

• Cost: HubSpot’s pricing can rise rapidly as businesses select more comprehensive package options. There are some setup costs for higher plans which might go up to several thousand dollars.
• Workflow setup difficulty: Users find setting up workflows somewhat challenging, with sales account planning and stakeholder mapping functionalities being particularly complicated.
• Onboarding and support issues: The onboarding process can be time-consuming, with support sometimes being slow to respond, especially frustrating during central setup stages.

Pricing plans

Since HubSpot is one of the most advanced marketing platforms on the market, it’s reflected in its price. Their professional plan starts from €1062 per month, which is considerably more expensive than the competitors like Pipedrive and its other alternatives.

5. Freshsales

Freshsales is a dynamic CRM platform designed by Freshworks that provides businesses with a variety of tools for managing their entire sales process – from lead generation and tracking to closing deals. It offers automation, analytics, and communication features to help teams streamline their workflows and engage with customers effectively. Like Pipedrive and Capsule CRM, it’s dedicated mainly to SMBs.

Key features

• Email integration
• Chat campaigns
• Phone (Holiday Routing)
• Workflows
• Sales sequences
• Multiple sales pipelines
• Contact scoring
• Sales forecasting
• Reports and dashboards

Considerations and obstacles

• Product bugs and feature limitations: Technical glitches and shallow features frustrate users, and reveal a gap in product depth and functionality.
• Integration challenges: Integrating Freshworks’ products can be problematic, with systems often not communicating effectively.
• Limited free plan: The free version is seen as too restrictive for effective business operations. It doesn’t include key features like basic workflow automation and custom fields.
• Customer service issues: Reports of unresponsive support, with difficulty resolving issues and lack of continuity in assistance.
• API and migration limitations: Users believe API development needs to be improved, and migration from platforms like HubSpot often comes as a challenge.

Pricing plans

Freshsales has a free plan which can include up to 3 users. Their Growth plan starts at $9 per month per user, billed annually. However, the starter plan doesn’t have many important features like sales sequences or contact scoring. These are available in the Pro plan for $39/month.

6. Insightly

Insightly is widely recognised for its CRM and project management capabilities, particularly its ease of use, integration with a wide range of apps, and features that support managing customer relationships, sales, and projects from a single platform.

Key features

• CRM and project management
• Email tracking
• Lead routing
• Workflow automation
• Customisable reports and dashboards
• Mobile app
• Integration options
• Custom fields and filters

Considerations and obstacles

• API instability: API changes in Insightly can lead to integration errors that impact businesses relying on seamless data connectivity.
• User interface: Insightly’s steep learning curve proved difficult for some, even with good customer support.
• Learning curve: The platform’s cost structure poses a hurdle for small businesses, with essential features locked behind higher-tier plans.

Pricing plans

Insightly offers a free plan with up to two users and basic features. However, they also have a free trial where you can try out their paid plans. The Starter Plus plan is $29 per month per user.

7. Nimble

Nimble is a CRM designed to help solopreneurs and business teams efficiently organize contacts and find sales opportunities. It combines relationship management, sales, and marketing tools with powerful integrations like Microsoft 365 and Google Workspace.

Key features

• Relationship management
• Prospect marketing & outreach
• Sales, pipelines, & reporting
• Inbox, mobile, social CRM
• Workflows & automations
• Web forms
• Microsoft 365 integration
• Google Workspace integration
• Mobile app functionality

Considerations and obstacles

• Feature limitations and upselling: Long-awaited features like multiple pipelines, when introduced, required an unexpected subscription upgrade.
• Calendar reminder feature: Nimble’s calendar reminders are somewhat challenging to set up (but once configured, work well!).
• Email campaign limitations: A batch of only 300 emails can be sent out at a time.
• UX issues and inconsistencies: Nimble may inaccurately log self-opened emails as read, which users should be aware of.

Pricing plans

The starter plan is $24.90 per seat/month, billed annually. This plan includes up to 25,000 contact records, 2 GB of storage per seat, and integration with Microsoft 365 & Google Workspace. It also features Nimble Prospector and offers a 14-day trial period for new users to explore its capabilities.

8. Salesmate

Key features

• Contact management
• Prospect marketing & outreach
• Sales pipelines & reporting
• Inbox, mobile, social CRM
• Workflows & automations
• Web forms
• Microsoft 365 integration
• Google Workspace integration
• Mobile CRM

Considerations and obstacles

• Learning curve & UX improvement: Users find Salesmate complex initially, and suggest that a better user experience could raise accessibility.
• Quirks and bugs: Minor issues and navigation challenges, like finding specific sections or managing integrations.
• Customer feedback appreciation: Salesmate’s receptiveness to user feedback is highly valued.
• Integration & marketplace enhancements: Beyond current Zapier workarounds, the users would welcome a more robust marketplace and direct integrations.

Pricing plans

The starter plan is $23 per month per user. This plan includes fundamental sales features such as contact, company, and deal management, email synchronization, tracking, templates, multiple pipeline management, standard dashboards and reports, workflow automation, built-in calling and text, web forms, and a layout builder. A free trial option is available for those looking to explore the features before committing.

Key takeaways

1. Capsule CRM comes across as a standout alternative to Pipedrive, as it is appreciated for its user-friendliness and extensive customisation options.
2. Leveraging free trials offered by CRM platforms like Capsule CRM can help businesses assess which CRM tool best fits their needs before making a financial commitment.
3. Consider CRM solutions that offer various integration capabilities, scalability, and a responsive customer support team to make for a hassle-free transition and long-term usability.

Making the right CRM switch for your business

Even though Pipedrive is one of the best CRM solutions out there, it might not be the best fit for every company. Now that you know its challenges, considerations, and also possible alternatives, you can make an informed decision. Good luck!

It’s easier and more profitable to keep customers than to win new ones. In fact acquiring a new customer is five times as expensive as retaining an existing customer. This makes renewals crucial for maintaining customer relationships and driving revenue growth for businesses.

However, managing the renewal process can be complex, especially when dealing with multiple contracts, deadlines and stakeholders. Fortunately, project management tools like Projects in Capsule can help you manage this process and ensure a great experience for both your team and your customers.

Here’s a general outline of how a salesperson or account manager might use Projects to manage a renewals process:

Initial assessment

Start by reviewing the list of upcoming renewals or expiring contracts. Identify key details such as renewal dates, contract terms, and customer information.
One effective way to do this is when the initial sale is made, create a linked project with an expected close date which is the renewal date.

Since the opportunity is linked you won’t have to fill in any of the original opportunity details again. You can then use the Projects list view and filter for renewals that occur within a specific timeframe.

For instance, let’s say it takes on average 30 days to complete the renewal process. You can filter for ‘expected close on’ is within the next 30 days and save this as a list.

You can then sort for the ones that happen soonest. The lists are dynamic so they’ll always update with upcoming renewals too.

Here’s a step-by-step guide:

When you mark an opportunity as won, click create linked Project.

Fill in the expected close date that will be the renewal deadline and add any other information needed such as the Board and Stage you want the project to be placed on.

Switch to the List view. Use the filters to ensure you have the relevant projects on your list. For example, you might have different projects at different stages. For this example, let’s presume when you first start looking at the project again you want to review the initial opportunity, contact and details. So here, we’ll select the Review stage only so we don’t have projects that are in the later stages of the renewal process appearing.

Next, you’ll want to filter for renewals that happen within a certain timeframe. Let’s say you need 60 days to renew a contract. You can filter for ‘expected close on’ is within the next 60 days and click Apply

Then, save this list so you don’t have to keep applying the filters. To do this click on Saved Lists and click Save list as.

Then sort by the expected close date so the soonest projects are at the top of the list.

Lists are dynamic so any new projects that meet your set criteria will appear in this list.

Set Stages and Tasks

As mentioned previously you may want to customize a Project Board and dedicate it to the renewal process so that you can break the customer renewal into manageable tasks and stages.

Here’s how you can do that:

Navigate to your profile/avatar in the top-right corner of your Capsule account and click on it to access the dropdown menu. Click on Account Settings. Click on Project Boards.

Click Add Board or customize a board you already have. Give the board a name and add a description if you want to. Click Save.

Click Add Stage.

Name the Stage and add a description if you want to. Click Save

Keep adding stages to your Project Board so that it reflects your renewal process.

Now that you have each stage set up you could create a Track.

Tracks are a series of tasks that you complete repeatedly for each renewal project. You can create Tracks for various processes that can be applied to different stages of your Project. You can then set deadlines for key activities such as contacting the customer, preparing renewal proposals, negotiating terms, and finalizing contracts.

Let’s take a look at an example together:

Navigate to Account Settings and click Tracks.

Make sure you are on the Projects tab and click Add Project Track.

Name your Track. Add any Tags you want to and decide on what you want the due dates to be based on. (Tags are labels that you assign to contacts, opportunities or projects that help you organize, segment and filter data). Fill in the task description, assign it a category, an owner and decide on the due date.

Keep doing this until you have added all the tasks in your Track and click Save.

Navigate back to your Projects and select the project you want to apply the Track to by clicking Add Track. Those tasks should then be completed before moving the project on to the next stage.

Take advantage of automations

One way workflow [automations]/features/workflow-automation/) help is by seamlessly integrating the renewal process into existing workflows. For instance, when you win a sale, a workflow can automatically trigger the creation of a linked project on the renewals board, initiating the renewal review stage. This ensures that renewals are promptly addressed and prevents them from slipping through the cracks.

As the renewal progresses through your defined stages, workflow automation facilitates smooth transitions and efficient communication. Once a Track is completed at one stage the project can automatically move to the next stage, even triggering an email to the customers, reminding them of upcoming renewals and outlining the next steps. This proactive approach saves time and improves customer satisfaction by keeping them informed and engaged throughout your renewal process.

In addition, workflow automations play a pivotal role in closing out renewal projects effectively. When renewing a contract or subscription, you can automatically create a Track to kick off the renewal process again for future cycles.

Track progress

Use the project board view to visualize the status of each renewal and identify any potential bottlenecks or delays. If you don’t want to work from a Project or want to have something at the contact level too, you could create a Date Custom Field for capturing the renewal date.

Communication and collaboration

Maintain clear communication with internal team members and stakeholders involved in the renewal process. Assign Tracks, Projects and tasks to relevant teams or team members and make any necessary files or notes available by attaching them to the Project.

Customer engagement

Stay in regular contact with your customers throughout the renewal process. Let them know how the renewal is going. Address any questions or concerns they may have, and proactively engage in discussions about contract terms and pricing. To do this you can connect your mailbox to easily send emails and email templates. Email templates make it straightforward to send the same types of emails again and again. Imagine you need to send a reminder email whenever an insurance policy is nearing its renewal date. By creating a template equipped with merge fields, you can quickly send it when the occasion arises. This ensures that your communication is both prompt and consistent, specifically in your emails.

Follow-up and closure

As the renewal deadline approaches, follow up with your customer to finalize any outstanding details and ensure a smooth transition into the new contract. Once the renewal is completed, mark the project as closed.

Try creating your renewals process in Projects

Effectively managing renewals is essential for maintaining customer satisfaction and driving revenue growth.

By leveraging Projects within Capsule, you can streamline the renewal process, improve team collaboration and ensure a smooth experience for both your team and your customers.

Start implementing these strategies today to take your renewal management to the next level with a free 14-day trial of Capsule.

Product demos are a powerful tool to showcase your offerings. They bring your product or service to life, demonstrating its purpose and value.

However, the problem with product demos is that many companies don’t see the value in them, and either don’t provide them or don’t execute them with their audience’s needs in mind.

Today, we’ll show you not only what a product demo is but also what types of product demos are worth implementing – and how to do it.

What is a product demo?

A product demo is a presentation or showcase of a product’s features and benefits, and how it can solve common business problems.

Benefits of a product demo

A successful demo video comes with a lot of advantages that other forms of selling might not offer.

1. Showcasing key product features

In a successful demo, the sales team highlights the product’s key features in a way that addresses the prospective customer’s specific concerns.

With this technique, the demo stays relevant and compelling, and highlights how these features can help solve the customer’s problems.

For instance, a SaaS company might use a product demo video to walk through the software’s interface.

2. Personalizing the sales experience

A personalized demo, carefully crafted by the sales rep, can make a big difference in the sales process. A sales rep can demonstrate a deep understanding of the prospect’s needs with a single demo, by focusing on their challenges.

For example, in a high-performing sales team, reps might prepare multiple demos. Each product demo video would be tailored to different segments of the target market, showing how the product uniquely addresses each segment’s pain point.

3. Accelerating the sales cycle for a sales team

Product demos can shorten the sales cycle.

Demonstrations allow potential customers to see the product in action, ask questions and alleviate doubts in real-time. This immediate visual proof can then move the buyer quicker through the decision-making process, from interest to purchase.

Many sales reps find that a good sales demo, especially when followed by a clear call to action, can speed up the closing of deals – particularly in competitive markets.

4. Improving customer understanding and engagement

Effective product demos engage potential customers by making the product’s features and benefits clear and relatable.

This helps prospects understand the value proposition in a compelling way and builds a deeper engagement with the product or service.

A live demo allows for real-time engagement, where prospective customers can interact with the product and deepen their interest in the presented solution.

5. Improving lead qualification

A well-executed demo can serve as a tool for qualifying leads, and help you avoid tire kickers. The sales team can save their efforts and only invest time in potential customers who are a good fit for the product.

Product demo videos help sales reps figure out which leads are ready for the next step in the sales funnel – so they can focus their sales efforts on those that are most likely to convert.

6. Building trust and credibility

A good product demo proves your product’s value and effectiveness, building confidence with prospective customers. This is especially true for physical products or complex SaaS solutions, where seeing is believing.

Demo videos can serve as social proof, often including successful use cases and testimonials from satisfied customers, which encourages new prospects.

7. Driving action with a clear call to action

The end of a product demo is an ideal time to engage prospective customers and urge them to take action. A compelling call to action is essential for all types of conversions, including signing up for a trial, setting up a follow-up meeting, or signing an annual agreement straight away.

This pushes prospects closer to becoming customers by taking advantage of the momentum and interest generated by the demo.

Types of product demos

Interactive demo

An interactive demo allows a prospective customer to explore the product’s capabilities up close and personal.

Unlike traditional product demonstrations, where an account executive leads the presentation, an interactive demo encourages the potential customer to check the product’s features on their own terms.

Incorporating an interactive demo into your sales pitch can boost the potential annual contract value by showcasing the product’s capabilities in real-time. Potential customers appreciate the opportunity to test the product without the pressure of a live demo, giving them the space to evaluate its fit for their needs.

It’s also a time-saver for your sales team, as it’s an easy way for more people to see what’s great about the product without needing a big sales pitch or numerous calls.

This type of demo can be:

• embedded on your website for free access,
• gated behind an email submission,
• available on demand.

Demos don’t always have to be videos. A demo just refers to when you give people a sense of how your product works before they sign up.

Quetext, for instance, allows potential users to use their plagiarism checker for free – no strings attached.

Qualifying product demo video

Qualifying demos are short, sharp, and designed to sift through the high volume of early-stage leads. Lasting between 10-20 minutes, these demos help identify if a prospect’s problem aligns with the solution offered, turning a prospect into a qualified lead.

Sales teams proceed carefully here, knowing not every demo will result in a closed deal. Prompting people to commit right at the start of their buyer journey is not an easy task. Yet, this step is necessary for focusing efforts on the right audience.

Imagine a scenario where a sales rep demonstrates a software’s basic functionalities to gauge a lead’s interest and specific needs. The goal is to get into more detail if there’s a match, leading to a more in-depth conversation.

While it might seem like you lose time by not proceeding with every prospect, qualifying demos are invaluable in storytelling – helping the sales team invest time in leads with genuine potential.

Dedicated demo

A dedicated demo is about showing a particular company how a product can solve their specific problems. Consider it a customized guide outlining how you can help a potential customer with their particular issue.

When the sales team sets up these demos, their goal is to craft a great demo focused on the company’s pain points. This helps a lot in convincing prospects because it’s like saying, “We know what’s troubling you, and here’s how we can fix it.” It’s an important – and often, the very first – part of the buyer’s journey, where the company sees the product as a hero for their issues.

NapoleonCat, for example, offers a dedicated demo upon filling out a form and providing a few details about the company.

Whether it’s a physical product or a software solution, giving a general overview of the product helps qualify leads by attracting only those who see the value in what’s being offered.

Micro demo (Feature demo)

A micro demo is a quick, efficient way to showcase a product’s capabilities, directly addressing a prospect’s challenges and pain points within just a few minutes.

During this type of demonstration, the product’s key features are highlighted – along with how they impact customer success directly.

A few examples include:

• a software company might use a micro demo to show off a new feature that simplifies data analysis,
• a brief video that demonstrates how to clean up specific laptop files,
• a short product demonstration focused on showing time savings for a particular industry.

Here’s an example from Consensus:

Pre-recorded demo

Pre-recorded demos are videos available for anyone to watch, often found on platforms like YouTube or a company’s landing page. They usually show how a product works and what it does – without requiring the viewer to sign-up or share personal details.

Such demos are powerful tools to generate leads, as they can reach a wide audience and spark interest in potential new users.

Viewers who find the demo matches their needs can then pursue a more detailed demo with a sales rep. Pre-recorded demos serve as an initial touchpoint for lead generation, as they give a glimpse into the product’s capabilities and provide proof of its effectiveness.

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Technical demo

A technical demo is usually done by someone who knows the ins and outs of the product, like a member of the technical sales team or a technical lead. The right demo goes deep into details like integrations, technical setups, and API configurations.

These topics might not be familiar to decision makers themselves, but they need the information from their technical or sales team to decide whether to proceed with a particular solution – or not.

When creating product demos of this nature, the goal is to show the key benefits of how the product works on a technical level. This should help address the buyer’s pain points, e.g., for SaaS companies looking to integrate new solutions into their systems.

A good technical demo is done live so that questions can be answered in real time. Providing clear, detailed insights into the product’s compatibility with their existing technical environment helps convince prospects.

Vision demo

Vision demos focus on the big picture of a product, highlighting how it addresses pain points and benefits the sector. They talk more about the advantages users gain rather than listing every feature.

The goal is to show the value the product brings to the table, making it less about the sale and more about the impact it can have.

For example, a vision demo for an email outreach tool might not dive into every tool and button. Instead, it would show how this tool makes team collaboration smoother and projects more successful – appealing directly to managers looking for solutions to team disorganization and project delays.

Woodpecker has a series on their YouTube channel about their integrations. They show how these integrations benefit their audience instead of how they work.

Cold email and LinkedIn automation in one place: Woodpecker x Dux-Soup native integration

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The approach is more marketing-oriented, designed to draw in those who are looking for ways to improve their operations.

Trade fair demo

Trade fair demos are 90% about a good story, and 10% about the specifics of the product.

At trade fairs, the product demo is live, direct, and usually generic, meaning it’s designed to catch the interest of many. For example, a company might showcase a new tech gadget with a story of how it can transform everyday tasks into something simpler and more enjoyable.

The goal is to create a connection, leaving the details for a deeper conversation after the fair. Interested prospects can then follow up to learn more, turning that initial interest sparked by a compelling story into a genuine business opportunity.

Screencast demo

A screencast demo captures the computer screen to show how a product or feature operates, while a voice-over provides detailed explanations of the steps being taken.

In this format, the viewers can see exactly how the product functions in a real-world scenario. It’s particularly useful for online tutorials or walkthroughs, as companies can demonstrate the use of new features or complex functionalities in a straightforward manner.

For example, Capsule CRM has a series of product demo videos showcasing the software features.

Screencast demos are highly effective for software products, enabling users to learn how to use them at their own pace. With the ability to pause, rewind, and replay the video, users find it easier to grasp new tools or features, making the learning process more intuitive and engaging.

Closing demo

Many think that a demo is something you can only show at the start of a sales process, but a closing demo is also an important part of the sales cycle.

It’s your final chance to showcase how your product fits perfectly with the prospect’s needs. Unlike initial demos, a closing demo is highly personalized, focusing on the specifics that matter most to the decision-maker.

This is where you reiterate the benefits demonstrated in the product demo, aligning them with the doubts you’ve had to dispel throughout the sales journey.

A product demo video used in the closing phase of a sales process can reinforce key messages and provide a clear, concise recap of your product’s value proposition.

FAQ demo

An FAQ demo is at the heart of the sales process. It answers questions that prospects have after initial meetings but before the final one. The first product demo video is key here, as it should clearly show answers to common questions.

However, if that doesn’t happen, a second product demo video might demonstrate the product’s flexibility, and a third video could share success stories, showing the product solving real-world problems.

The aim is to turn prospects into more interested leads. Through a product demo video, companies tackle doubts and build trust. This step moves prospects closer to saying yes, as it addresses their concerns without rushing the decision.

What to include in each product demo? Checklist

• Start with a clear introduction. State what the product is and its main benefit. Make it short and engaging.
• Highlight the key features. Focus on the features that solve problems for your prospective customer. Explain one feature at a time – unless they are connected.
• Show the product in action. Use examples or scenarios where the product solves a specific problem. This makes the demo relatable.
• Include social proof. Share testimonials or success stories from existing users. By doing this, you build trust and credibility.
• Explain the sign-up process. Make it clear and simple. Show any key steps if needed.
• Mention pricing briefly. Give an overview of pricing plans if applicable. Be transparent – but brief.
• End with a call to action. Tell viewers exactly what to do next. Whether it’s to sign up, learn more, or contact a sales rep, make it clear.
• Keep it short. Aim for a length that holds attention but covers all points. Shorter product demo videos tend to engage better – for a dedicated demo, though, adjust the length according to your audience’s preferences.
• Ensure high video and audio quality. Invest in good production values. Clear visuals and audio make a good demo great.
• Tailor the content for your audience. Customize the video to address the specific needs of your target audience. Knowing your audience helps make the demo more effective.
• Test and refine based on feedback. Use feedback from viewers to improve future product demo videos.
• Focus on the after-sales support. Highlight the support and training options available. This reassures prospective customers about post-purchase assistance.
• Track your leads. Use tools like Capsule CRM to monitor who engages with your demo and how prospective they are for your business. This helps in follow-up and understanding the demo’s impact on lead generation.

Over to you

A product demo is just the beginning – it opens doors and sparks interest. Follow-up is key to convert interest into sales. Keep engaging with leads, offer more information and support, and never stop showing your USP.

This journey from product demo to customer is where success lies.

Trello is a straightforward and visually appealing tool for managing projects and tasks. But if you’re looking to elevate your project management game in 2024, you might be on the hunt for alternatives that offer more advanced features.

We designed the top Trello alternatives, each designed to handle complex projects efficiently. Join us to explore options that could transform how you manage projects, making your work flow smoother and more productive.

What is Trello?

Trello is a cloud-based collaboration tool that simplifies project management and task organization using Kanban boards. It allows teams to create tasks, assign them, and track progress visually.

Key features of Trello

Intuitive interface and Kanban boards

Trello is a leading project management tool, largely due to its intuitive interface and versatile Kanban boards.

Users can create workflows that mirror their operational needs, managing projects with a visual simplicity unmatched by many alternatives to Trello.

Want to track progress on multiple projects? Or simply organize some to-do lists? The drag-and-drop functionality is easy to use in any of these cases.

Seamless integration with team communication platforms

A key feature that positions Trello among the best project management softwares is its seamless integration with team communication tools such as Microsoft Teams (e.g., via Zapier).

This connectivity allows teams to maintain communication within the context of their projects, directly linking discussions to specific tasks or boards. These integrations are invaluable not only for remote or distributed agile development teams, but also single project managers too.

Advanced features for comprehensive project management

For those looking for more advanced features, Trello’s premium plan offers an expanded toolkit.

This includes custom fields, expense tracking integrations, detailed reports, and task dependencies, which are crucial for managing complex projects.

The ability to track every aspect of a project – from resource management to the completion of recurring tasks – makes Trello a solid option for businesses of all sizes.

Multiple boards and the free forever plan

Trello’s capability to handle multiple boards makes it an ideal choice for managing several projects simultaneously. This, coupled with its free forever plan, offers a valuable productivity tool for small teams or startups. The free plan includes all the features necessary to get started, tracking progress, due dates, and facilitating file sharing with ease.

!! Important to note: there are changes made to Trello pricing – you’ll read more about them below.

Track progress with detailed reports and custom fields

Project managers who use Trello can generate detailed reports to monitor the status of tasks and projects. Custom fields allow users to add specific data points to tasks. This feature comes in handy for generating insights into project health, team performance, and meeting deadlines.

Resource management and task dependencies

Trello’s advanced features extend to sophisticated resource management and the ability to define task dependencies. Thanks to these features, project timelines can be realistic, and team members are allocated efficiently. The visualization of dependencies within Kanban boards facilitates the anticipation of potential bottlenecks, making it easier to adjust plans and resources on the fly.

Productivity tools for the modern workplace

Trello offers various features such as recurring tasks, due dates, or integrations with Excel or Google sheets – which can be enhanced through the premium plan for per-user customization. Its ability to create workflows and manage multiple projects makes Trello a comprehensive tool for today’s dynamic project environments.

Why should you look for a Trello alternative

1. Seeking more comprehensive project management features

While Trello shines in simplicity and visual task management, teams handling complex projects may outgrow its capabilities. Alternatives often offer advanced project management tools, such as detailed Gantt charts, resource allocation, and risk management features.

For example, managing a large-scale software development project or coordinating across multiple departments requires a tool that can provide a broader oversight than Trello might offer.

2. Necessity for enhanced collaboration tools

Trello’s collaboration features are fairly basic, mainly focusing on task assignments and comments. Teams in need of more sophisticated collaboration might look for features like built-in messaging, video conferencing support, or real-time document editing.

In scenarios where teams are spread across different time zones, having a platform that offers comprehensive communication tools becomes fundamental for maintaining project cohesion.

3. Need for better integration capabilities

For businesses relying on many marketing or sales tools, Trello’s integration options may not suffice. Alternatives that offer hassle-free integration with enterprise systems, CRMs, email platforms, and financial software can be a better choice.

Integrations are particularly relevant for organizations where project management needs to be tightly integrated with customer data or marketing automation systems.

4. Desire for advanced reporting and analytics

Trello provides basic reporting functionalities which may not meet the needs of data-driven teams. Alternatives with advanced reporting capabilities, that offer detailed insights into project progress, team performance, and budget tracking, can be a game-changer.

Such features enable project managers to make informed decisions, forecast potential delays, and adjust resources accordingly.

5. Looking for scalability and customization of your project management tool

As businesses grow, their project management needs often evolve. Platforms that offer extensive customization options and scalability can accommodate this growth more effectively than Trello.

This includes customizable dashboards, workflows, and the ability to add or modify features through APIs. For instance, a growing e-commerce business might need to tailor its project management tool to handle increased order volumes and integrate with its inventory management system.

6. Requirements for specialized features in your project management software for specific industries

Certain industries have unique project management needs that Trello might struggle to fulfill.

For instance, construction companies may need project management software that includes site safety checklists and compliance tracking, while marketing agencies might look for tools with content calendars and brand asset management.

Alternatives designed with these specific use cases in mind can offer significant advantages.

7. Understanding Trello’s new collaboration limitations

The main reason to explore Trello alternatives stems from the recent changes to its collaboration model.

Effective April 8, 2024, free Trello Workspaces will be capped at a maximum of 10 collaborators.

This decision mirrors restrictions seen in other free editions of Atlassian products.. Initially, existing free Workspaces with 10 or more collaborators won’t be able to add new members without upgrading their plan or reducing their collaborator count.

From May 20, 2024, exceeding this limit will convert Workspaces into view-only mode, preventing any edits to boards unless users change to a paid plan or limit their or collaborator numbers.

This shift prompts teams to reconsider their project management tools, especially if they rely on Trello for collaboration among large or growing teams.

Trello alternatives for marketers

1 Asana

Asana is a dynamic Trello alternative, revolutionizing how marketers can approach project management with a comprehensive project management tool.

Asana offers a wide range of key features designed to streamline task management. Highlights include Gantt charts for visual project planning, Kanban boards to manage workflows, and an intuitive interface for managing projects with ease.

Its drag and drop interface simplifies task assignments, while file sharing and calendar view improve collaboration. For teams focused on time tracking and efficiency, Asana’s built-in time tracker proves invaluable.

Pros

• Unlimited projects and tasks, making it a perfect alternative to Trello for those needing more advanced project organization.
• Free version supports unlimited users.
• Integrates seamlessly with Microsoft tools, offering a broader suite of functionalities.
• Flexible pricing, including a generous free forever plan and various upgrade options.
• Enhanced time management capabilities with due dates, time tracking, and a calendar view for a well-rounded task management tool.

Best for

• Software development teams seeking complex workflows and integration capabilities.
• Creative agencies looking for a versatile project management tools suite.
• Organizations that require free Trello alternatives with options for unlimited projects.
• Teams needing a project management tool that enables assigning tasks, file sharing, and managing projects with an intuitive interface.

Pricing

Asana’s pricing is designed to accommodate teams of all sizes with a free basic plan that’s free forever, catering especially to small teams and startups. For more advanced features like Gantt charts and additional power-ups, the premium plan starts at a reasonable rate per user, per month, making it a cost-effective Trello alternative for those needing more from their project management software.

2 Monday.com

Monday.com emerges as a powerhouse for project managers seeking a versatile platform to assign tasks, manage to do lists, and orchestrate software development team projects.

Monday.com’s Gantt chart functionality offers a panoramic view of project timelines, while its Kanban view facilitates fluid task management. It is highly adaptive across various project types, from software development to creative ventures, thanks to customizable workflows and team task organization. Monday.com allows for easy integration with external tools like Zoho Projects, too.

Pros

• Centralized platform for team members to view, assign tasks, and track progress.
• Customizable to-do lists and Kanban view support Agile methodologies.
• Enables teams to collaborate more effectively with integrated communication tools and shared workspaces.
• Offers a free plan for small teams, providing basic functionalities to manage projects efficiently without additional costs.

Best for

• Project managers in need of a comprehensive solution that includes team’s tasks management, Gantt chart capabilities, and kanban view.
• Software development teams looking for a platform that supports agile project management with customizable workflows and integration options.
• Teams seeking a tool that enables teams to collaborate seamlessly, share updates, and maintain visibility into project progress.
• Organizations considering an alternative to Zoho Projects with a robust free plan and extensive project management features.

Pricing

Monday.com offers a free plan designed to support small teams with basic project management needs, including task assignments and project tracking. For teams requiring advanced features like extensive Gantt chart capabilities, more sophisticated Kanban board views, and more integration options, Monday.com provides tiered pricing plans starting from €9 per user per month.

3 ClickUp

ClickUp positions itself as a good Trello alternative, as it offers a suite of project management tools that redefine task management and collaboration for teams of all sizes.

ClickUp stands out with its key features designed for managing projects more efficiently. From Gantt charts for detailed project planning to Kanban board view for workflow visualization, ClickUp supports a variety of methodologies.

Time tracking functionalities ensure project timelines are adhered to, while file sharing capabilities facilitate team collaboration. A unique aspect of ClickUp is its adaptability, with advanced features that cater to a range of needs, from simple task management to complex project oversight.

Pros

• Offers a comprehensive free version that includes unlimited users.
• Per user pricing in the premium plan ensures scalability.
• Kanban boards, Gantt charts, and time tracking tools are seamlessly integrated.
• Supports integrations with external tools like Microsoft Planner.

Best for

• Project managers looking for alternatives to Trello with comprehensive features for task management and project tracking.
• Teams that require a platform with unlimited users in its free plan, enabling scalability without immediate cost implications.
• Organizations that value Kanban board view for visual project management and detailed planning.
• Businesses seeking a project management tool that offers time tracking and file sharing within a single, intuitive interface.

Pricing

ClickUp’s free plan offers many of the platform’s core features to unlimited users. This plan is perfect for small teams and startups looking to manage their projects without financial commitment. For those in need of more comprehensive time tracking, and deeper integrations, ClickUp’s premium plan introduces a per user per month fee starting from $7 a month.

4 Teamwork

Teamwork is one of the best Trello alternatives, designed to improve project management beyond the basics. It’s crafted for teams seeking more depth in their collaboration and project oversight.

At its core, Teamwork offers a range of functionalities that make it stand out as a complex project management solution. It facilitates a collaborative work environment where every team member can thrive. Teamwork’s strengths include its ability to adapt to various project requirements, whether you’re tracking a single project or managing a portfolio of complex initiatives.

Pros

• Provides more structured project management capabilities for those outgrowing Trello’s offering.
• The per user pricing model ensures that Teamwork can scale with your team, making it cost-effective for businesses of all sizes.
• Offers a suite of advanced features that are intuitive and easy to use.
• Strong integration capabilities with time tracking tools enable teams to leverage existing workflows.

Best for

• Teams and project managers seeking an alternative to Trello that offers deeper project management features and better integration options.
• Organizations that require a flexible and scalable per user* pricing structure, allowing for growth without huge jumps in cost.
• Businesses looking to streamline their project management processes with a platform that combines ease of use with powerful functionality.

Pricing

Teamwork’s pricing strategy is designed to be straightforward and scalable, with a per user, per month fee that allows businesses to adjust their subscription based on team size and needs. Pricing plans start from €9.99 a month.

This model ensures that you only pay for what you use, making Teamwork an attractive option for teams looking for a cost-effective yet powerful Trello alternative. Free plan is also available.

5 Basecamp

Basecamp emerges as a streamlined solution for teams seeking an effective way to organize projects, communicate, and manage tasks all in one place.

Basecamp’s approach to project management is centered around simplicity and clarity. It offers a set of tools designed to improve team collaboration, including to-do lists for task management, message boards for updates and announcements, and file sharing for easy access to project materials. A standout feature is Basecamp’s “Campfire,” a real-time chat room for quick team discussions. On top of that, its calendar and scheduling tools ensure that deadlines are met and projects stay on track.

Pros

• Basecamp consolidates messages, chats, and notifications, reducing the need for external communication tools.
• To-do lists and task assignments keep everyone on the same page and projects moving forward.
• A simple file storage system allows team members to upload, share, and comment on documents and files.
• With everything in one place, team members and project managers have a transparent view of the project’s progress.

Best for

• Teams looking for a straightforward project management tool without the complexity of advanced features found in other software.
• Small to medium-sized businesses who need an all-in-one platform for communication.
• Organizations that prioritize ease of use and a clean interface for managing their projects and team collaboration.
• Companies seeking to facilitate their project management processes with a tool that offers both task management and real-time communication features.

Pricing

Basecamp offers a simple pricing structure with a flat rate of $15 per user per month, making it an attractive option for teams of all sizes. No free version available.

6 Todoist

Todoist is a user-friendly tool that makes task management easier for individuals and teams seeking an organized approach to their daily tasks and projects.

Overview

Todoist excels in offering a minimalist yet powerful platform for managing tasks with features like task prioritization, project categorization, and intuitive scheduling options.

It supports collaboration by allowing users to assign tasks to team members, set deadlines, and track progress through notifications and updates. The tool also includes productivity visualization tools, such as the “Karma” system, which tracks productivity trends and motivates users to achieve their goals.

Integration with popular apps and services ensures that Todoist fits seamlessly into various workflows.

Pros

• Simplifies organizing tasks with priorities, deadlines, and labels for efficient tracking.
• Enables task assignments and project sharing among team members to foster collaborative work environments.
• Available on multiple devices, ensuring task management and access from anywhere.
• Integrates with a wide array of apps and tools, enhancing functionality and adaptability to different needs.

Best for

• Individuals and professionals looking for a straightforward, effective tool for personal task management and daily organization.
• Teams requiring a collaborative platform to manage tasks, share projects, and track progress in a centralized manner.
• Users seeking a task management solution that integrates well with other tools, including email, calendar apps, and productivity suites.
• Anyone in need of a flexible, accessible task manager that supports a wide range of devices and platforms, ensuring tasks are always within reach.

Pricing

Todoist offers a tiered pricing model to cater to a variety of needs, starting with a robust free plan that includes basic task management features suitable for personal use.

For users looking for more advanced functionality, such as increased project limits, task labels and reminders, and priority customer support, Todoist’s premium plan is available at an affordable $4 per user per month fee. Teams and businesses can opt for the business plan, which adds collaborative features, admin and team controls, and dedicated support.

7 Capsule CRM

Capsule CRM stands out not just as a tool for customer relationship management – but also as an innovative solution for project management.

This dual functionality makes it a unique offering in the space, particularly for teams seeking an alternative to Trello. Here’s a detailed look at what Capsule CRM brings to the table in terms of project management:

Features

• Project management boards: Capsule introduces kanban-style boards, allowing for a customizable approach to managing project stages and tasks.
• Tracks: To ensure consistency across projects, Capsule offers “Tracks,” which are essentially predefined sets of tasks that can be applied to projects.
• Project Visibility: Integrated directly with the CRM, project management in Capsule gives teams a clear view of each project’s status alongside customer interactions and deals.
• Define processes: Capsule allows teams to define and follow standardized processes, thereby increasing workflow efficiency. With a clear set of steps to follow, teams can move projects forward more predictably.

Pricing

Capsule’s pricing model is rather accessible. A free version is available for project managers managing up to 250 contacts, with two user seats included.

For those requiring more advanced capabilities, Capsule offers paid plans with a 14-day free trial, allowing teams to explore the full range of features without any immediate commitment.

Integrations

One of the strengths of Capsule CRM is its ability to integrate with a wide array of other software.

This includes connections to Zapier for automating tasks, Google Workspace and Microsoft 365 for single sign-on convenience, and Transpond for integrating website forms. These integrations allow for a more streamlined workflow, reducing the need to switch between apps.

Solutions

Using Capsule CRM for project management, teams can enjoy a host of benefits:

• Centralized project data eliminates information silos, allowing for more cohesive team collaboration.
• Efficient task management ensures that projects move forward smoothly, with all team members clear on their responsibilities.
• Real-time project visibility allows for immediate updates and adjustments, so that all projects stay on track.

Furthermore, with mobile app support, Capsule CRM enables project management on the go, allowing for offline changes, easy project data logging, improved client response times, and a comprehensive track of project history directly from a mobile device.

Capsule CRM offers a holistic solution for managing both customer relationships and projects, making it an attractive option for teams looking for an alternative to Trello. Its per user pricing model ensures that the platform can scale with your team, providing a flexible and cost-effective solution for businesses of all sizes!

Checklist: What to consider when choosing Trello alternatives

Feature set and customizability

When exploring Trello alternatives, assess the range of features offered and their customizability. A good alternative should provide a versatile set of tools that cater to your project management needs, such as advanced task assignments, Gantt charts for long-term planning, and kanban boards for workflow visualization.

For instance, software development teams might require detailed bug tracking, while marketing teams benefit from social media integration.

User interface and usability

A straightforward, intuitive user interface is crucial for any project management tool to ensure team adoption and productivity. Consider whether the Trello alternative provides an easy navigation and user experience comparable or superior to Trello.

Platforms like Capsule CRM offer a clean, user-friendly interface that minimizes training time and enhances usability, especially for teams transitioning from another system.

Integration capabilities

Examine your chosen Trello alternative ability to integrate with other software used by your team, such as Google Workspace, Microsoft 365, Microsoft Project, Microsoft Planner, or specific CRM systems. Seamless integration facilitates a unified workflow, reducing the need to switch between apps.

For example, a marketing agency might look for tools that integrate with social media platforms and analytics tools for streamlined campaign management.

Scalability and team size

Consider how well the tool scales with your team and project complexity. Some Trello alternatives offer more advanced features for larger teams or projects, such as enhanced security measures, more comprehensive reporting tools, and increased automation capabilities.

For example, Capsule CRM is designed to accommodate team growth, making them suitable for startups planning to scale.

Security and data protection

Security is extremely important, especially for teams handling sensitive information. erify the alternative’s security protocols, data encryption methods, and compliance with international standards (e.g., GDPR).

A tool with solid security features ensures that your project data is protected against unauthorized access and breaches, crucial for industries like finance and healthcare.

Pricing and value for money

Evaluate the pricing structure of the alternative against your budget and the features offered. Many tools have a per-user pricing model, which can become costly as your team grows.

Look for platforms that offer a free tier or a flat-rate pricing option for unlimited users, providing better value for larger teams. Remember to consider the long-term cost implications of premium features, too!

Collaboration and communication features

A key aspect of any project management tool is its ability to facilitate collaboration and communication among team members. Features like real-time chat, comment threads on tasks, and file sharing can significantly enhance teamwork.

Platforms that offer built-in communication tools might reduce reliance on external messaging apps, keeping all project-related discussions in one place.

Customer support and community

Finally, consider the level of customer support and the presence of an active user community. Good customer service can greatly ease the transition to a new tool, while an active community provides a valuable resource for tips, best practices, and troubleshooting advice.

Tools with 24/7 support and extensive documentation often allow you to get the most out of your project management platform.

Conclusion

Selecting the right project management tool is crucial for enhancing team productivity and ensuring efficient workflow management. With so many options available, the choice ultimately hinges on understanding your specific project needs, team dynamics, and desired outcomes.

A well-chosen tool can transform the way teams collaborate, organize tasks, and track progress, so that your company can enjoy more streamlined operations and successful project completions. Prioritize intuitive usability, scalability, and integration capabilities to find a solution that not only meets your current requirements but also supports future growth.

FAQ

Is there a free Trello alternative?

Who is Trello’s closest competitor?

Is there a Google alternative to Trello?

Does Microsoft have a Trello equivalent?

Sometimes a software solution doesn’t fit your specific needs, so businesses have to seek alternatives to their current systems.Whether it be for more sophisticated features, improved usability, or cost-effectiveness.

In nonprofit management, particularly for donor engagement and fundraising, Neon CRM has emerged as a notable player. However, every organization’s requirements are unique, leading some to explore other solutions that might be a better fit for their specific requirements.

Today, you’ll get to know quite a few of them!

What is Neon CRM?

Neon CRM is a constituent management platform designed for nonprofit organizations, with a range of tools for donor management, event management, and fundraising.

It provides a user-friendly interface for data entry, donor database management, and basic fundraising tools to help nonprofits raise more funds efficiently.

Key features of Neon CRM

1. Comprehensive donor management: Neon CRM offers a relationship-focused system that provides nonprofits and membership associations with a comprehensive view of their supporters and members. This feature enables organizations to engage more effectively with their donor database, increasing engagement and revenue.
2. Event and campaign management: The platform allows organizations to manage fundraising campaigns and events efficiently. This includes functionalities for event registration, tracking participation, and analyzing the success of each campaign, which are all important for planning and executing successful fundraising strategies.
3. Integrated communications tools: With Neon CRM, organizations can streamline their communication efforts through integrated email marketing tools. These tools support the creation of mobile-responsive emails, use of multi-column layouts, and real-time previews – which help in crafting effective appeals, newsletters, and other communications.
4. Workflow automation and volunteer management: The system automates repetitive administrative tasks such as email marketing, workflows, volunteer management, and payment processing. This automation saves valuable time and resources, so that organizations can focus more on their mission-critical activities.
5. Advanced reporting and insights: Neon CRM provides comprehensive reporting tools that offer in-depth insights into an organization’s operations. From fundraising dashboards that aggregate data to customizable reports for detailed analysis – organizations can leverage these features to make informed decisions and share achievements with stakeholders.

Why look for alternatives to Neon CRM?

1. Learning curve and usability: Some users have reported a steep learning curve and challenges with the system’s intuitiveness. Organizations with limited technical resources might find it challenging to make the most out of Neon CRM’s extensive features without adequate training.
2. Data migration process: There have been instances of users experiencing difficulties with the data migration process when switching to Neon CRM. Organizations looking for a smoother transition should consider this aspect and possibly seek alternatives with a more streamlined migration experience.
3. Customer support limitations: Although many users are satisfied with Neon CRM’s customer support, there are reports of limitations, especially regarding access to prompt and comprehensive assistance. Organizations that anticipate needing extensive support might want to explore alternatives known for their superior customer service.
4. Cost consideration: Starting at $99 per month, Neon CRM’s pricing may be a factor for smaller nonprofits or those with limited budgets. While the platform offers a range of valuable features, potential users should carefully evaluate their needs against the costs to ensure it’s a viable long-term solution.

Best Alternatives to Neon CRM

Whether you’re considering a switch from Neon CRM or choosing your first donor management system, you need to evaluate how each alternative might serve your organization’s needs. This includes managing donors, organizing events, creating reports, and managing resources while raising more funds.

Explore alternatives you can use as your fundraising software.

1. Capsule CRM

Capsule CRM is an intuitive CRM solution tailored for organizations wanting to streamline tracking of their donations and relationships.

Key features

• Contact management: Capsule CRM offers a streamlined approach to organizing and accessing contact information, simplifying customer data management.
• **Sales pipeline: This feature provides a graphical representation of deals at various stages for tracking of sales progress.
• Task management: Capsule CRM ensures tasks related to prospect follow-ups and client obligations are efficiently allocated and tracked, preventing any oversight.
• Customization: Tailor Capsule CRM to meet your specific organization needs through customizable fields, tags, and dashboards, enabling precise data management.
• Reporting and analytics: Gain in-depth insights into your organization’s performance with detailed reports and marketing analytics tools.
• Email integration: Achieve seamless synchronization with email services like Transpond, Gmail, and others, for better email management and tracking interactions with contacts.
• Mobile CRM: The mobile app ensures CRM tasks can be handled anywhere, providing comprehensive functionality on various devices.
• Data security: Capsule CRM prides itself on its SOC 2 Type II accreditation, showcasing a serious commitment to data security and privacy standards.
• Integration with other apps: Enhance Capsule’s utility through integrations with popular applications such as G Suite, Mailchimp, and Xero, broadening its functionality.
• Custom lists and filters: Advanced filtering and list-making capabilities enable effective segmentation and management of contact and sales information.

Pros of Capsule CRM

• User-friendly interface: Its simplicity and ease of use makes Capsule accessible to users with different levels of technical proficiency.
• Customization and flexibility: The platform’s adaptability allows it to support diverse business workflows and requirements.
• Strong customer support: Capsule is known for its responsive and supportive customer service team.
• Effective sales pipeline management: The visual representation of the sales pipeline facilitates deal management and sales forecasting.
• Integration capabilities: The system’s ability to integrate smoothly with other tools like Xero further enhances its practicality for businesses.

2. Copper CRM

Copper CRM is a Neon CRM alternative that distinguishes itself through its integration with Google Workspace.

This CRM is a good choice for organizations looking to make the most of the power of Google Workspace alongside their CRM activities.

Key features

• Google Workspace integration: Enables seamless operation within the Google ecosystem.
• Advanced sales reporting: Offers detailed insights for data-driven decision-making.
• Granular team permissions: Allows for precise control over data access and user roles.
• Extensive app integrations: Facilitates connections with a wide range of business applications.
• Automation of calls, meetings, and follow-ups: Streamlines communication tasks and mail merges in one software dashboard.

Considerations and challenges

• Limited contact capacity on lower tiers: Basic plans cap contacts at 2,500, potentially hindering organizations with larger networks.
• Integration options restricted to higher plans: Only Professional plans and above offer full integration capabilities, limiting flexibility for users on basic plans.
• Comparatively higher cost for professional plan: The price point for advanced features is higher than that of many competitors, which could impact budget-conscious organizations looking for complex management tools.

3 – PipelineDeals CRM (Pipeline CRM)

PipelineDeals CRM is an accessible and efficient customer relationship management tool, specifically engineered to boost the performance by simplifying operations and integrating with other systems.

Key features

• Lead management: Streamlines the process of tracking and nurturing leads.
• Sales pipeline management: Provides a clear overview of where deals stand in the donor process.
• Email marketing tools: Equips teams with the capabilities to engage and follow up with prospects.
• Automation features: Reduces manual tasks through automation, increasing team productivity.
• Custom reports: Allows for tailored analytics to monitor and analyze sales activities.
• Various integrations: Offers the ability to seamlessly connect with other business tools like Constant Contact or chat support databases.
• Drag and drop interface: Enhances user experience with an intuitive and easy-to-navigate interface.

Considerations and Challenges

• Limited number of sales pipelines: With a cap of five sales pipelines, larger organizations might find this restrictive.
• Email templates restricted to the highest plan: Only the top-tier plan subscribers have access to email templates, potentially limiting the effectiveness of email marketing for users on more basic plans.
• No native integration with Xero: Businesses relying on Xero accounting software may have to use third-party connectors or enter data manually, adding complexity to their processes.

4 Monday CRM

Monday CRM supports customer relationship management through enhanced sales pipeline visibility and exceptional team collaboration.

This tool is strategically designed for sales and marketing teams seeking a unified platform for both CRM and project management functionalities.

Key features

• Contact management: Efficiently organize and track customer interactions.
• Sales forecasting: Anticipate future sales trends with predictive analytics.
• Team collaboration: Facilitate seamless communication and collaboration among team members.
• Task management: Assign tasks to ensure timely completion and follow-ups.
• Automated workflows: Tackle repetitive tasks through automation for full operational efficiency.
• Customizable dashboards: Tailor your dashboard to display the most relevant information at a glance.
• SMS marketing integrations: Improve your marketing efforts with direct SMS campaigns to clients.

Considerations and challenges

• No free version: Users looking for a cost-effective solution might find the absence of a permanently free version limiting after the trial period ends.
• No integrations in Basic Plan: The Basic plan’s lack of integration capabilities could hinder users from connecting Monday CRM with other essential business tools, affecting workflow efficiency.
• Limited features in lower-tier Plans: Lower-tier plans don’t offer all the features businesses need, like Google Calendar synchronization, which is only available in premium plans.

5. Insightly CRM

As a CRM platform, Insightly CRM has exceptional project management capabilities and extensive integration capabilities, making it an impressive competitor to Neon CRM.

As a comprehensive tool for managing project workflows, Insightly is unique among donor organizations.

Key features

• Project management integration: Seamlessly combines CRM functionalities with project management, facilitating better oversight of customer projects.
• Advanced reporting and dashboards: Offers deep insights into account operations and customer interactions through customizable reports and dashboards.
• Customizable workflow automation: Streamlines processes by automating repetitive tasks.
• Email marketing campaign integration: Enables the creation and management of email marketing campaigns directly within the CRM.
• Lead and contact management: Efficient management of leads and contacts to improve relationship building and conversion rates.

Considerations and challenges

• Restrictive contact limit in Top Plan: With a maximum of 25,000 contacts allowed in the top-tier plan, nonprofit organizations with expansive databases might find this limitation challenging as they grow and want to create more impact.
• Limitation on custom fields: The cap of 500 custom fields may not suffice for organizations that require detailed customization to track specific aspects of their customer relationships and operations.
• Integration through Insightly’s AppConnect: While Insightly offers a wide range of integration options, the requirement to use the AppConnect platform for these integrations could complicate the setup and management process.

6. – Nutshell CRM

Nutshell CRM is a powerful and well-rounded customer relationship management solution.

It positions itself as an effective alternative to Neon CRM, providing a suite of features tailored to enhance donor marketing efforts.

Key features

• Marketing automation platform capabilities: Streamlines marketing tasks, enabling teams to focus on strategy and engagement.
• Drag and drop interface: Simplifies the process of managing contacts and sales pipelines, making it accessible to all users regardless of their technical expertise.
• Lead generation marketing hub: Enhances the ability to attract and manage leads, critical for growing your business’s client base.
• Sales CRM management: Offers comprehensive tools to track sales progress, manage deals, and improve team performance.
• Email marketing platform: Integrates email marketing functionalities, allowing for targeted campaigns and effective communication with prospects and customers.
• Dedicated account manager in higher plans: Provides personalized support and guidance, ensuring businesses can make the most of the CRM’s features.

Considerations and challenges

• Complex billing due to numerous add-ons: While the customization options are a boon, they may result in a billing structure that’s challenging to decipher and manage.
• No native integration with Xero: Businesses utilizing Xero for accounting may face obstacles in achieving a seamless flow of financial and customer data due to the lack of direct integration.
• Limited API access in lower-tier plans: The restriction on API support for basic plans can impede smaller businesses from integrating Nutshell CRM with other systems, potentially affecting their ability to scale or adapt to evolving needs.

Conclusion

Looking for something better than Neon CRM?

There are many options out there, each with great features for different needs. From managing projects to automating marketing, these alternatives help improve how you manage your organization. Capsule CRM shines as a top choice, giving you an easy way to boost growth and efficiency. Try it today by signing up for your 14-day free trial.

Knock CRM is an option for businesses looking to manage multifamily properties. But what if there are other tools out there that could meet your needs even better?

If you’re looking to upgrade the tech you use in your office, and improve communications with people living in your buildings, it’s worth checking out what else is on the market. We’re going to explore some alternatives that could make managing your properties and long term residents a lot smoother.

What is Knock CRM

Knock CRM is an integrated suite designed for multifamily property management. It provides tools to improve business intelligence, maintain communication with customers and prospects, and leverage data for operational improvements.

It’s a CRM app that gives a voice to both users and residents, with insights and feedback mechanisms for operators to credit their service and schedule enhancements.

Key features of Knock CRM

1. Performance management platform with tools: Offers comprehensive reporting and analytics to streamline operations for property managers and leasing teams, all for better performance outcomes.
2. Multiple weekly reports and automation features: Provides capabilities such as auto-response, call recording, and data transparency tools, beneficial for site teams, regional managers, and leasing teams.
3. Knock Now and Knockbot for leasing teams: Features like AI chat attract high-quality leads and self-scheduling of tours via Knock Now, facilitating increased volume without additional costs, which is particularly useful for multifamily managers and leasing agents.
4. Designed for a broad audience: Aimed at multifamily managers, operational executives, IT teams, and others, highlighting the industry’s versatility.
5. Focus on communication efficiency: Created to address communication and operational efficiency challenges for property management companies.

Why to Look for Alternatives?

1. Pricing transparency: Knock CRM does not publicly disclose pricing, instead, you need to send a demo request for cost details. If you’re looking to quickly compare options, this lack of transparency might be inconvenient.
2. Limited integrations: With only seven PMS integrations, Knock CRM may not satisfy all the technological needs of a property management company – especially for those needing extensive customizable reports and analytics.
3. Complex scoring feature: The scoring system used by Knock CRM can be challenging to understand and implement, potentially complicating the process of evaluating leads and managing relationships.

While Knock CRM offers best-in-class automation integration, the necessity for additional training and the inability to see prices upfront may encourage potential users to consider alternatives like DoorLoop, Innago, or Landlord Studio, depending on their specific needs, budget, and portfolio size. We know, however, that there are some more versatile alternatives to consider – and you’ll see them below.

Best alternatives to Knock CRM

1. Capsule CRM

Capsule stands out as an intuitive CRM tool that streamlines sales funnels and enables organizations to maintain an overview of their customer interactions.

Key features

• Contact management: Capsule enables a structured approach to contact storage and management for quick retrieval of customer data.
• Sales pipeline: Capsule CRM features a graphical representation of the sales process for a clear overview of deal progression.
• Task management: With Capsule, you can streamline task allocation and tracking, so that follow-ups and client commitments are met.
• Customization: Capsule CRM adapts to specific business needs through customizable fields, tags, and dashboards for efficient data organization.
• Reporting and analytics: Capsule delivers comprehensive insights into business operations with detailed reports and marketing analytics.
• Email integration: Users can easily manage and track emails through smooth integration with email services.
• Mobile CRM: With Capsule’s mobile application, CRM tasks can be handled anywhere, on any device.
• Data security: With SOC 2 Type II certification, Capsule CRM shows the commitment to stringent data protection and privacy standards.
• Integration with other apps: Capsule CRM supports extensive integration with widely-used applications such as G Suite, Mailchimp, Quickbooks, and Xero, broadening its utility.
• Custom lists and filters: Offers sophisticated filtering and list-building tools, enabling effective segmentation and management of contact and sales information.

Benefits of Capsule CRM

• User-friendly interface: Capsule’s straightforward design makes it easy for users of various tech proficiency levels to use.
• Customization and flexibility: Highly adaptable, Capsule CRM accommodates diverse business requirements and processes.
• Strong customer support: The platform is noted for its responsive and supportive customer service team.
• Effective sales pipeline management: The sales pipeline visualization is particularly valued for its ability to oversee deals and predict sales outcomes efficiently.
• Robust integration capabilities: The seamless connectivity with other platforms like Xero significantly enhances its effectiveness for businesses.

2. Insightly CRM

As an alternative to Knock CRM, Insightly CRM offers many project management features and integration capabilities.
However, organizations considering Insightly should be aware of certain challenges.

The platform sets a contact limit of 25,000 on its top-tier plan, which may restrict businesses with large customer databases or those experiencing rapid expansion. On top of that, the cap of 500 custom fields might not be enough for companies requiring extensive customization to capture unique customer details for multifamily owners.
Integrations with Insightly are managed through AppConnect, adding a layer of complexity that could complicate the integration efforts for some users.

3. Nutshell CRM

Nutshell CRM, primarily caters to small businesses and sales teams. While it stands out as another potential alternative, it does come with its own set of considerations for front office technology.

Due to a multitude of add-ons, the billing process can become complicated, resulting in confusion and unexpected costs. Another notable gap in its offering is the absence of native integration with Xero – which could present challenges for businesses that rely on seamless financial management and CRM integration.

Furthermore, API access is restricted to higher-tier plans, limiting the ability of users on basic plans to integrate with other systems and software. For small businesses or those not yet ready to sign up to the higher tiers, this could affect scalability and flexibility.

Conclusion

Looking for a better way to manage properties? Knock CRM is not your only option.

Check out Capsule CRM. It’s easy to use, packed with great features, and has excellent support. See how Capsule CRM can make your work easier by signing up for your 14-day free trial.