Lead Management CRM
Many people have difficulty understanding what a lead is and why you would need to nurture them, convert them to actual sales opportunities and track the sales cycle from introduction to closure. A lead is simply someone who has expressed an interest in your product or service. They are a prospective customer. Once they have inquired you will want to…
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How many e-mails have you received from companies trying to sell you a list of contacts in your industry? It doesn’t stop and I suspect it is because there are companies that purchase these lists because they are desperate to generate new business opportunities and do not have a contact list to mail to. So, let’s say you buy one…
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“Our customers are all the same” says Larry Caretsky, president of Commence Corporation. “They are struggling to generate new business opportunities and have exhausted their efforts with lead generation services that have failed to deliver on their promise. There are a myriad of lead generation services to choose from. Most follow the same format i.e., they either make calls…
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If your company goes to trade shows, the pre-show process is probably a well-oiled machine. The staff knows who is going, the proper signage is ready, the handout information is packed, and your team is ready to meet potential new clients. Getting everything together and organized may take some time but it is almost automatic to you at this point.…
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By Larry Caretsky CEO, Commence Corporation Managing a successful sales organization can be a significant challenge. Believe me I understand and have the scar tissue to prove it. For more than 20 years, I have managed large and mid-sized sales organizations in the high tech sector using whatever tips, tools, systems, and processes that were available at that time. I…
Read More Larry Caretsky, Commence CEO, has released the white paper “Don’t Let Quality Leads Slip Away: Executive Takes Action with CRM Software.” Here’s an excerpt including the introduction and you can download the full white paper below: “As a sales executive of a computer software firm, I became consistently frustrated when comparing the number of leads that we generated every quarter to…
Read More Commence Corporation, a leading provider of online CRM software, is helping small to mid-size businesses tackle the grueling process of lead generation, lead qualification and lead management. “This is one of the biggest challenges facing the SMB sector” says Larry Caretsky, president of Commence Corporation. “Many of these firms do not have highly experienced sales management or their sales staff…
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Leads are the bread and butter of every company. Properly capturing and managing leads can make the difference between closing more business or wasting time on tire kickers. Despite this, most small to mid-size companies do not have an efficient process for lead management and conversion. The good news is that they can. The process of capturing, managing and converting…
Read More Managing and qualifying leads is a serious matter in today’s highly competitive market. Poor lead qualification means that your highest cost resource (i.e. your sales team) is spending valuable time and money on sales opportunities that either never close because they were poorly qualified or if they do close, they do not return the margin you need to stay in…
Read More This is a best practice for sales people by guest poster Erica Bell. Now, you’re probably thinking you’ve heard this many times before – how being persistent while on a call or making a pitch can improve your results. However, this article isn’t just about being persistent; it isn’t enough to just keep trying. Continuing your sales efforts at the right time and…
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