Month: August 2013
This is a best practice for sales people by Dave Kahle, author and leading sales educator. I’ve been pondering an email I recently received. In it, the young sales person described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down…
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How do you deal a salesperson or new hire who thinks they deserve it all now, and are not willing to work hard for their pay?
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A best practice for sales people by Dave Kahle, author and leading sales educator. Suppose you viewed your job a little differently than the typical salesperson. Instead of “selling stuff” being the primary focus of your job, you, instead, saw your job as building relationships with individuals and companies such that they moved ever closer to you, and as a…
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Cloud computing is gaining acceptance in business, and CRM is no exception. Firms now operate in a mobile world where sales, customer service, and production teams may not be in the same geographic location. Individual employees often work from home or on the road, and it is common for many professionals to have a 24/7 workweek. Fortunately, a wealth of…
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Companies seeking a contact management or customer relationship management solution need to consider one aspect of their business before diving into the evaluation of products. Ask yourself one simple question – do you work with individual people, companies, or both? The answer will put you on the right track. Contact management software is designed to manage individual contacts, hence the…
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It is much more costly to gain a new customer than it is to retain one you already have, and this can have huge implications on various business strategies.
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