How to select the right CRM system in 3 easy lessons

Posted by on Apr 5, 2013 in Blog |

Lesson one is: Bigger isn’t always best; Cheaper isn’t always better value; Best isn’t always most appropriate. It should go without saying that appropriate business choices benefit the business; it’s a shame when people don’t stop to consider what ‘appropriate’ means.  In simple terms it means understanding yourself, your needs, your payback possibilities. Meet those and you’ve got a good business decision. But that’s not the way...

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Be Likeable… and Use your CRM System

Posted by on Mar 17, 2013 in Blog |

Why are some sales people less successful than others? They create customer relationships that should lead to a sale, but it doesn’t. Does CRM make a difference? What can they learn from successful sales people? In my youth, shortly after beginning my career in business (which was a long time ago), I got to talking with a salesman on a long train journey. He was making notes in a black book. (This was in the days before Blackberry and PDA’s and...

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Sales Stars don’t use CRM (or do they?)

Posted by on Nov 18, 2012 in Blog |

Interesting question from Mike Muhney on Linkedin: What do you do when your top salesman refuses to use your CRM system? Here’s another: What do you do when the top sales person suggests that as the guy/girl who keeps the company alive, he/she should become Director/VP Sales? Should he/she be given a share in the business? I’ve seen that scenario played out a few times with interesting consequences. The question which intrigues me is this: Has...

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Supercharging Organic Growth

Posted by on Nov 4, 2012 in Blog |

Intellect’s business Development Forum features a half day seminar organised by JI-MC’s David Jefferson.  Sessions included David’s most recent insights into the problems and solutions to creating and managing a scalable selling resource. David shared his view that the business to business sales force is increasingly dependent on its committment to sales process.  The gifted ‘sales stars’ are often unconsciously...

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Tell us what you want to do

Posted by on Oct 16, 2012 in Blog, Featured |

You are ready to grow. Your market is there and moving. Your part of the economy is not bogged down so the time is now. Mervyn King just said so, and Carney is on the way! You’ve survived. You know that in good times your business needs to be scalable, but you are not. So how do you get to ‘there’ from here? You can see that there is competition for the business that you want to close. The customer interface is where things need to change. More...

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