Customer Account Rating Software
Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. A sophisticated CRM system is a must, as is the discipline to use it religiously.
Read MoreA best practice for sales people by guest poster Dave Kahle, author and leading sales educator. “Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field sales person’s modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many sales people subscribe to the theory that any activity is good…
Read MoreThis 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…
Read MoreThis is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Q. I worked on a large bid for a company with which I had relationships in the past. I knew that we could do a great job for them but I also knew the buyer in charge of…
Read MoreA best practice for sales people by Dave Kahle, author and leading sales educator. By Dave Kahle The job of the sales person is always a bit of a balancing act. On one hand, we continually cruise our territory to see what opportunities look the most promising. We’re constantly scanning the account base to identify that to which we should…
Read MoreSelling is an art and effective sales people have mastered the art of proper communication during the selling process using three simple but effective techniques called “probing”. There are three types of probing questions: open probes, closed probes and supporting probes. Open Probes When you begin your dialogue with a potential customer or prospect you want to encourage them to…
Read MoreThis article focuses on Best Practices for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle It is so easy to do that which is comfortable and easy as opposed to that which is smart. It’s a common temptation to which every sales person succumbs at least some of…
Read MoreQ. How do you make in-roads with a prospect who is happy with another supplier, who is providing a similar product at a lower price?
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