Month: August 2014

First Impressions: 5 Things Not to Screw Up

By CommenceCRM / August 29, 2014

Professional sales tips by Larry Caretsky. All it takes is seconds for people to start forming a picture of who you are. Make sure they like what they see. Read more: First Impressions: 5 Things Not to Screw Up | Image “Business woman shaking hands with a client” courtesy of stockimages/

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Sales Best Practice #14 – Creating rapport with new contacts

By Dave Kahle / August 26, 2014

It doesn’t matter how we feel about the customer. What does matter is how the customer feels about us.

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The sales conversation is changing—have you kept up?

By CommenceCRM / August 21, 2014

By Michael Boyette Are you having the same old, same old conversations with customers and prospects? Ones that start like these: Tell me about your business Let me tell you about my product Just checking in  How’s it going? Not much; what’s new with you? These are antiquated conversation openers that go back to the days when customers brought in…

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Best Practices for Sales People

By Dave Kahle / August 18, 2014

By Dave Kahle One of the most debilitating myths about the sales profession is that sales people can learn on their own, on the job, and eventually become good at their jobs. This myth implies they’ll eventually develop their own style, and that will bring them the maximum results. That myth is true for about five percent of the sales…

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Customization – Key Component to CRM Success

By CommenceCRM / August 13, 2014

By Larry Caretsky CEO, Commence Corporation The Customer Relationship Management software industry (CRM) is highly competitive. There are literally hundreds of offerings for all size businesses and at all price points. Despite this the majority of these solutions are failing to meet customer requirements and there is one simple reason why – customization. CRM solution providers can be divided into…

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Sales Q&A – How to handle backorders

By CommenceCRM / August 11, 2014

By Dave Kahle Q. I recently gained an order from a new customer for 10 items. We back ordered four of the ten. My customer is quite upset with me and my company’s purchasing agents. Our relationship is strained because of someone in my company’s poor performance. What would you do? A. Ah. The proverbial “backorder” problem. What would we…

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CRM – Overly Simplistic or Too Complex for Most Businesses

By CommenceCRM / August 7, 2014

Solution providers in the CRM software space seem to fall into two categories.  Basic low cost programs are easy to use but provide limited functionality; and feature rich solutions that are far too complex for most businesses.  The two extremes have caused a high degree of frustration among companies that have implemented CRM software programs.  Some are now looking to…

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What is best for Your Business – Horizontal or Vertical CRM?

By CommenceCRM / August 4, 2014

By Larry Caretsky CEO, Commence Corporation Most businesses today, large or small, are trying to address the same business challenges: reduce cost, improve employee productivity, and increase profits.  CRM software has been hyped as the answer to this challenge, and it seems companies have bought into the concept based on the continued growth of this industry.  CRM comes in all…

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