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 [...]
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 [...]
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. Sales best practices are sadly not often considered but [...]
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?
Sales superstars are challenging to find and keep. He is often quirky, confrontational, and prone to break a rule or two along the way to crushing his number. The sales superstar is a fierce competitor. He is respected by peers but feared by the competition. He is who you want on that big deal. He [...]