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Archive for July, 2009

Save the Cliché Responses for the Athletes

July 10th, 2009 Richard Baldwin No comments

I talk to sales leaders every single day. Some more sophisticated than others. I usually get brought in to discuss their need for new sales system (CRM) or to advise on possible process improvement. More often than not, the conversation starts with far too many clichés. Read more…

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Software Requirements Specification (SRS)

July 3rd, 2009 Richard Baldwin No comments
requirementsnotdesignCRM Projects should always start with the specification!

All too often the VP of Sales waltzes into the CIO’s office and says, “I need a CRM system, send me an email when you have found one and have it implemented.” Granted this is a bit of an extreme, somewhat cheeky example but, believe it or not, it can often be true. Read more…

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