Month: September 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…
Read MoreWhile there are literally dozens of CRM software providers to choose from very few offer the comprehensive functionality of Commence CRM. With more than two decades of business experience Commence is no stranger to servicing the small to mid-sized business sector. What differentiates Commence CRM from traditional CRM software providers in the SMB sector is the following. Platform independence –…
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Sales Best Practices #36 – Accurately measures the potential in each account By Dave Kahle Every day, salespeople are confronted with the necessity to make these three time management decisions well: Where to go? Who to see? What to do? The master salesperson understands that consistently making those decisions well will, more than any other one thing, determine his/her success.…
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By Larry Caretsky CEO Commence Corporation Software Advice has produced a white paper titled “Customer Service Software – Small Business Buyer View 2014” that clearly articulates what businesses are looking for in order to improve the buying experience and service they provide to their customers. I am posting this paper with their approval because I believe it is spot on…
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number One: Over concern with strategy instead of tactics Gather a group…
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Three critical components must be in place to ensure the success of any software implementation. Let’s take a look at each one.
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By Dave Kahle Q. Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? A. This is really a time management issue. I have a hard time imagining why you would need to receive seven or eight calls every night from customers. I think…
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