Repfabric Sales Podcast
John Mitchell & Scott Stockham discuss how to address everyday sales challenges for rep agencies, manufacturers, and distributors based on decades of experience in multi-line sales.
Episode 1
Understanding the need for a company CRM
John Mitchell and Scott Stockham discuss the basic need for a company CRM system to manage your company’s IP.
Episode 2
Owning and leveraging your company’s IP
Learn the importance of capturing and protecting all your company’s IP: account and contact information, buying trends, budgets, decision-maker details, and more.
Episode 3
Adoption: How to get your team to use your CRM
Which approach do you use, the carrot or the stick? Learn how to present your CRM as a sales tool for your team to leverage so they can sell more and become more efficient.
Episode 4
Email Marketing: Nets, spears, & when to use them
Best practices for email marketing. What you should consider when doing marketing campaigns and how to get the results you’re looking for.
Episode 5
Why it’s important to set goals in your CRM
Goals create an atmosphere of proactivity and not reactivity. Learn how CRM helps you reach your goals with sales tracking (samples, opportunities, quotes), reminders, and task follow-ups.
Episode 6
Super users and champions: Why they matter
Who’s a super user and a champion? What are their roles, and how do they help increase the adoption of your CRM?
Episode 7
Sales Teams: Are inmates running the asylum?
Is your sales team self-directed or management-directed? Learn your style, the differences between the two, and how to navigate from one to the other with your top salespeople.
Episode 8
Four personas that impact CRM implementations
What personas do we see during CRM implementations, and how do you adjust your training for each type to improve CRM adoption?
Episode 9
Sunk Cost Fallacy: When to dump your CRM
What should you do when you’re six months into a failed CRM system? Is it time to cut your losses and move to a successful CRM that can provide a quick ROI?
Episode 10
Modules: Understanding our four key modules
Goals, Expenses, CRMSync, and Order Tracking. Learn how and why you want to use these four modules. Increase productivity and adoption and stay on top of real-time sales.
