Month: February 2015
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number five of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Five: No investment in themselves. Here’s…
Read MoreA recent survey by Software Advice revealed that the vast majority of small-business CRM buyers are still looking for basic contact management, with 62 percent seeking a standalone application for sales force automation (SFA). That’s no surprise. SFA is typically the first step for businesses to organize their customer data and track customer interactions across the sales funnel. As such,…
Read MoreOver the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number four of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Four: Poor questioning This is a…
Read More