My CRM Blog

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…

Much has been written on the conversion of leads to qualified opportunities and ultimate closure. Today we will discuss a generic approach to qualifying deals. Read more…

Conceptually, this discussion rages on independent of the CRM system in use. However, let’s examine a lead process and discuss conceptually what a lead actually is. Read more…