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 [...]
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 [...]
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?
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 [...]
“By failing to prepare you are preparing to fail.” Ben Franklin
