Spend Sales Dollars Wisely – Using Key Economic Measurements to Transform Your Sales System
by Dave Kahle
Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at hand. However, very few decision makers dig deeper. And that means that significant information is never uncovered, and decisions are made on…
It is Time to Invest in Customer Profile Software
by CommenceCRM
Customer profiling software programs continue to evolve and now enable companies with the ability to capture vital information about customers such as their buying habits, latest purchases, and the…
How well does your organization learn?
by Dave Kahle
What may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly…
Five Ways to Prevent the Price Objection
by Dave Kahle
“Your price is too high!” The infamous price objection. Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will…
What Is the Best CRM For My Business?
by CommenceCRM
This is a very common question and a quick Google search for Best CRM software may give you the answer. You will find a myriad of articles such as, the…
Motivating the Sales Force
by Dave Kahle
Question: I’m frustrated. My sales force just doesn’t seem to be motivated. They agree with me at sales meetings, but then don’t follow through. Any ideas? Answer: Yes. I just…
Do You Have the Right Marketing Mix?
by CommenceCRM
Small to mid-size companies continue to struggle with creating and executing marketing programs that build brand awareness and generate new business opportunities. The reason for this is two-fold. First, the…
The 4 Best CRM Systems for Medium-Sized Businesses
by CommenceCRM
CRM system feature sets tend to grow with a business; the larger your sales teams and the more resources you can devote to refining your sales process, the more you can…
3 Types of Advisement to Thrive in Your Business
by Dave Kahle
“Plans fail when there is no counsel, but they succeed when advisers are many.“ (Proverbs 15:22)” This is an often-quoted verse, a piece of advice from King Solomon, the wisest…
SMBs Need to Pay More Attention to Sales and Marketing
by CommenceCRM
As an executive of a CRM software company, I get to interact with hundreds of small to midsize businesses across many industries. Some are very successful while others are challenged…
Are Limiting Beliefs Holding You Down?
by Dave Kahle
As an educated and experienced practitioner in the profession of helping people change their behavior, I’ve come to the conclusion that our set of preexisting beliefs supplies the largest and…