Time Management 101 for CRM Managers
Recently, while driving down the expressway, I peered to my left to see a woman who in the middle of traffic was putting her lipstick on as if there just wasn’t those last couple of minutes before...
View ArticleCRM Training Does Not Have to Happen in a Classroom
Customer relationship management training is one of those words that has numerous connotations associated with it. When we first think of CRM training we often envision a CRM instructor behind a podium...
View ArticleProspecting – The Key to Stellar Sales
Just like an athlete who doesn’t stay up to date with his game, sales reps who don’t prospect and use a Customer Relationship Management tool will be unsuccessful in generating new revenue....
View ArticleProspecting with CRM Software
Sales is a contact sport and prospecting for new business is the name of the game with CRM software. You will never meet a salesperson that failed because they used Customer Relationship Management or...
View ArticleProspecting Beyond the Cold Call with CRM Software
Few of us enjoy it, some of us hate it, and others look at it as a necessary evil. The cold call has become a staple of today’s salesperson however the unique part is that many organizations don’t look...
View ArticleThe Art of Asking Good Questions with CRM
“What do we hate most about salespeople?”…..they simply, never stop talking. How many salespeople have come into your office, sat down and proceeded to tell you every benefit about what they are...
View ArticleWhat Makes Your Product/Service Special?
It’s a competitive market, no matter what your product or service, and good business is all about providing excellent customer service. Especially since it costs 5 times as much to acquire a new...
View ArticleNegotiating For Success and Using CRM
When dealing with negotiation experts, you can get very close to agreement and the entire negotiating process will still fall apart on you. More than likely it won’t be the terms of the contract or the...
View ArticleGetting the Door Opened with CRM
It doesn’t have to be difficult. Typically when you mention the word “prospecting” for to a sales rep, they cringe. At networking events, people will easily admit that it is their least favorite...
View ArticleCRM Advice: Overcoming Voicemail – The Salesperson’s Enemy
You’ve all been in the position where you’ve left multiple voicemails only to have them not be returned. Frequently the prospect can begin to hear the frustration in your voice as they hit the delete...
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