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…
CRM 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…
Often when I speak with sales people they express frustration that they need to sell to many industries their lack of expertise often compromises their ability to get to the next level. Often I hear questions like, ” I speak with prospects across all types of industries and it is difficult for me to demonstrate expertise, how can I improve my general knowledge?” Read more…
I am a sucker for excellent marketing especially when the company backs it up with an excellent product and fantastic service. Originally, I was drawn to the stylish and informative ads that focus on the design and function. Dyson’s are one of the more expensive vacuums on the market. Read more…
FreeCRM is a hosted CRM offering available at www.freecrm.com. The program comes in two editions. Free and Professional. Read more…
Is your sales organization not promoting a new product or service? Is sales focusing efforts on the install base instead focusing on new customers? Are they competing with channel partners instead of assisting them to execute in the marketplace? Are they focusing on one product or service more than another? These are common complaints you might hear from a VP of Sales or CEO. Read more…
Distractions are everywhere. We have all witnessed a young woman driving down the highway at 65mph, talking on her cell phone, drinking a cup of coffee, and putting on eye makeup in the rear view mirror. How does she even keep the car on the road? Read more…
Expertise in the product you are selling is a key success factor to wining deals. However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal. A common mistake made by the super knowledgeable sales person is to start rattling off all the virtues of their product or service without regard of customer need or requirement. Read more…
Today, I received a call from a telemarketer who interrupted my day to try to sell me something. I had a few minutes to spare between meetings and am intensely curious about sales tactics both good and bad. So, I let it play. Read more…
The compelling event
Something has happened in the business to warrant evaluating implementing a new CRM system. The system may be replacing a legacy system that is simply not functioning to expectations. Perhaps you are unhappy with the level of service or support you are getting from the current vendor. Regardless of the reason, you are about to embark on an important project that should be thoughtfully considered and the appropriate amount of attention dedicated implementation. Read more…