Customer Account Rating Software
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 the basis of superficial, and often flawed, information. Let’s dig deeper.
Read MoreQ. I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? A. This is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change in your results. Too much good quality sales time and talent is squandered on…
Read MoreSales people who consistently do this rise to the top of the sales profession, and those who don’t, don’t.
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 three of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Three: Contentment with the superficial There…
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. Over the next few weeks, I’ll share my top five. Here’s number one, not necessarily in order of priority. See to what degree you (or your sales force) may be…
Read MoreSales Best Practices #36 – Accurately measures the potential in each account By Dave Kahle Every day, salespeople are confronted with the necessity to make these three time management decisions well: Where to go? Who to see? What to do? The master salesperson understands that consistently making those decisions well will, more than any other one thing, determine his/her success.…
Read MoreBy Dave Kahle Q. How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service than most of our other customers. A. It sounds like this customer is taking advantage of you. I suspect that this…
Read MoreCommence CEO Larry Caretsky, discusses ways you can improve sales execution and customer service in his CRM white paper.
Read MoreA best practice for sales people by Dave Kahle, author and leading sales educator. Suppose you viewed your job a little differently than the typical salesperson. Instead of “selling stuff” being the primary focus of your job, you, instead, saw your job as building relationships with individuals and companies such that they moved ever closer to you, and as a…
Read MoreA best practice for sales people by Dave Kahle, author and leading sales educator. The best salespeople are habitual goal-setters. There’s a good reason for that. When you set a goal, you survey the world of all possible things that you could possibly do, and decide which of those things are the most important. You then turn that decision into…
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