Lead Qualification

The Story of Six Questions That Will Improve Your Forecast

The Story of Six Questions That Will Improve Your Forecast

By CommenceCRM / February 9, 2024

I have had a long and successful career in sales, starting as a sales representative 30 years ago and working my way up to Vice President of sales for a Fortune 100 software company. It was a pressure-packed job and my longevity rested solely with my ability to provide senior management with an accurate quarterly sales forecast. This was no…

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Lead Rating, Account Ranking

CEO Has Solution for Inaccurate Sales Forecast

By CommenceCRM / March 23, 2018

CRM lead rating feature takes the guess-work out of lead qualification and produces more accurate sales forecasting.

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Want new customers? Try a sales blitz. | DaveKahle.com

Want New Customers? Try a Sales Blitz.

By Dave Kahle / December 15, 2017

A sales blitz has the advantage of focusing the entire sales force on a specific task. That alone will bring you far greater results than if you’d just left it to each salesperson to do on their own.

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The BEST Prospects are motivated by NEED not Price.

Does the Prospect Have the Need?

By CommenceCRM / April 28, 2017

This is a Sandler Weekly Sales Tip from guest poster Shulman & Associates. The STORY: Nick sat in his company’s car at the nearby regional shopping mall. Seven o’clock at night, he glumly thought to himself, been on the road since this morning calling on people. Not one lousy sale, couple of nibbles, no closes. Nick had set out in…

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Prospect seems interested but never gets back to you...

Sales Q&A #45 – Giving Quotes

By CommenceCRM / March 15, 2016

“How do I get the prospect to give me an answer when I provide a quote?” – a sales question and answer by Dave Kahle.

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Improve Sales Execution and Performance Using CRM

By CommenceCRM / September 30, 2014

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…

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Sales Q&A #30 – Getting an appointment

By CommenceCRM / January 29, 2014

Getting an appointment, a question and answer for sales people by Dave Kahle.

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Sales Question and Answer #14 – No response to emails

By CommenceCRM / August 29, 2012

This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator.  Follow Dave’s latest Tweets at @davekahle. Article By Dave Kahle Q.  Dave, I have been a fan for a number of years, and have a number of your books.  In the last couple of years, I have grown increasingly frustrated.  Why won’t people respond…

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