Month: November 2012
This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle Q: How often should a sales manager visit the customers? A. There are a couple of ways to answer the question. From one perspective, you need to have your own relationship with the good customers in your area of responsibility. There are several…
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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…
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Be smart at renewal time If you chose a CRM solution over the past 18 to 24 months you may have paid more for that system than you would today. The CRM software industry that had once been dominated by a few vendors, like Microsoft Dynamics CRM and Salesforce.com, has now become highly competitive and somewhat of a commodity. In…
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A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. Only one out of every twenty salespeople has invested $20.00 or more of their own money on their improvement in the last twelve months. Amazing, isn’t it? In a world that demands ever-improving productivity, the overwhelming majority of salespeople are content with their personal…
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Many small to mid-size businesses continue to manage their business using basic contact management tools and an Excel spreadsheet. They have become so comfortable with this process that they may have overlooked the value offered today through the use of CRM or customer relationship management software. Why should these businesses consider CRM? The answer is clear. In order to respond…
Read MoreThis 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 “He has the gift of gab. He’ll make a good sales person.” It’s been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. If you are…
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The Promise of CRM Online Software “…no CRM system alone is going to fix a sales team that has no sales process, no management and no direction.” Sales is a tough game and getting harder and harder in this troubled economy. For sales people it seems like the competition will do almost anything to win business. This is why it…
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CRM for Mac Users of Apple Mac computers have had difficulty finding customer management software designed to operate specifically on the Mac platform. Some vendors indicated that they could operate on the Mac, but required plug-in software or add-on components that added complexity and caused reliability concerns for Mac users. While more options have become available, internet bloggers and customer…
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