Prior to starting an official CRM Evaluation, it is not an uncommon experience for me to find myself having the “do I need CRM” conversation. Executives will site lack of visibility, inability to manage the business to established measures, no protection for institutional data, and a host of other issues. Oddly, I rarely here reasons [...]
CRM Projects should always start with the software requirements 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 [...]
Often when I speak with sales people and sales management 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 [...]
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 and achieving sales excellence. 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 [...]