Improve Sales Process
I am in the middle of a sales manager’s training class. Inevitably, as we methodically examine the best practices of effective sales managers, someone is going to comment, “We do it like this……” and then dismiss everything we’ve just discussed. It doesn’t matter if the process we are discussing has been proven to be more effective, or that…
Read MoreA best practice for salespeople by Dave Kahle. Best Practice #23: Routinely makes powerful persuasive presentations. In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. That included memorizing two five-page, single-spaced sales presentations, presenting them to the sales training class, critiquing the video-taped playback of…
Read MoreSmall businesses have the same challenges as larger businesses. They want to improve how they market, sell and provide services to their customers. They want a dashboard that provides a snapshot of current business activity and they want real time reporting so that they can make informed business decisions. CRM software offers an array of automation that can meet this…
Read MoreCustomer Relationship Management is all about maximizing the long term business relationship with your customers. In order to do this you need to ensure that you become efficient with how you market, sell and provide service to your customers. The problem here is that this is a significant challenge for most small to mid-size businesses, who often do not have…
Read MoreSmall businesses often struggle with how they manage and execute their marketing message, lead generation programs and sales opportunity management. This is because they typically do not have the expertise on board to implement or automate the internal business processes that drive these requirements. What’s worse is that many believe that the mere purchase of a good CRM software program…
Read MoreA best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople are systematic in their approach to their job, while ordinary salespeople are haphazard. That’s one of the reasons why they are the best. We know that sophisticated routine work is best accomplished by implementing effective systems. McDonald’s, for example, didn’t get to…
Read MoreI used to believe that small to mid-size business owners were pretty smart. It’s not easy to start a business and it’s even more difficult to manage its growth and success. But when it comes to the selection of CRM software, well they are just dumb. There are probably a lot of reasons for this. First, many business owners will…
Read MoreExperienced well trained sales managers understand the importance and value of CRM software and how chaotic their world would be without it. Anyone who has managed a mid-size to large sales organization knows it is no easy task. Sales people often come from all walks of life, from college grads to mature people who may have completely changed their careers. …
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