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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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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