Sales Opportunity Management
A best practice for sales people by Dave Kahle, author and leading sales educator. Mediocre sales people are content to react to the requests of their customers, and focus on maintaining the relationships in order to solidify the business they enjoy. The best sales people understand that, while some of the above is necessary, they proactively seek to discover additional…
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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…
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As a sales manager when I get together with some of my colleagues the conversation is often centered on what deals each of our teams has closed. My colleagues seem focused on the size of the deal or the number of deals coming in. One day I decided to ask a question that seemed to confuse them all: where do…
Read More A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. Maintains good records about customers by using an ‘account profile’ and ‘personal profiles’ for every account. It is the Information Age. That means wise and effective sales people collect, store and use good information about their customers and prospects. That information provides the salesperson…
Read More One of the biggest dangers in sales is letting a prospect hang out there too long. Most sales people will tell you that time is traditionally your enemy and not your friend. The longer a prospect waits to move forward; the risk of losing the deal greatly increases. Today’s sales professionals are constantly in a race against the clock. Not…
Read More A best practice for sales people by Dave Kahle, author and leading sales educator. By Dave Kahle The job of the sales person is always a bit of a balancing act. On one hand, we continually cruise our territory to see what opportunities look the most promising. We’re constantly scanning the account base to identify that to which we should…
Read More Best Salespeople Selling products or services has never been easy. For every successful salesperson there are ten unsuccessful ones. So what makes one salesperson better than the other? Well you can point to a host of things such as their product knowledge, their understanding of the value their product or service provides, their follow-up and persistence, knowledge of competitive products…
Read MoreSmall to mid-size businesses are finally paying very close attention to managing the sales process and are in desperate need of easy to use sales tools for automating the sales cycle and reporting on pipeline activity. While there are a number of CRM software programs that offer sales cycle management one of the best ones for small to mid-size companies…
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