New Business Leads
Many small to mid-size companies have become frustrated with their ability to generate new business. This frustration usually stems from the following. We are so busy that we just don’t have the time to commit to creating a marketing plan. We are a small business and do not have a marketing professional on our staff so there is no one…
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How you define prospecting is up to you, but make sure you define it in specific behaviors to be followed.
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CRM can be a valuable tool, but it’s valueless if you don’t have a platform in place for generating new business opportunities.
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Reporting is one of the most important and critical components of CRM software and should not be overlooked when evaluating CRM software packages. Basic CRM solutions provide standard pre-built reports primarily for account and contact management or for sales such as 30, 60, or 90-day forecasts. Other more robust packages offer customizable reporting where you can edit the pre-built reports…
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Getting an appointment, a question and answer for sales people by Dave Kahle.
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This is a best practice for sales people by Dave Kahle, author and leading sales educator. Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you suspect may one day do business with you. They aren’t yet prospects, because you don’t know if they have a legitimate need for what…
Read More Larry Caretsky, Commence CEO, has released the white paper “Don’t Let Quality Leads Slip Away: Executive Takes Action with CRM Software.” Here’s an excerpt including the introduction and you can download the full white paper below: “As a sales executive of a computer software firm, I became consistently frustrated when comparing the number of leads that we generated every quarter to…
Read More Internet marketing experts estimate that at any given time only a fraction of the market is interested in the product or service you are selling. The problem is if you don’t know who they are or when they plan on buying, how can you earn their business? Here are some things you can and need to do. 1. Implement a…
Read More This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle The problem with relationships By Dave Kahle In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can be of utmost importance. It doesn’t take long in the business to understand that…
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Is your Sales CRM Software Hard to Use? You’ve heard it all before, sales people fighting tooth and nail with overly complex sales management software that provides little if any value to sales representatives and results in poor utilization, inaccurate reporting and eventually shelf ware. But don’t lose hope. One CRM sales management software provider seems to have gotten it…
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