Month: August 2012

Sales Question and Answer #14 – No response to emails

By commence2018 / August 29, 2012

This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator.  Follow Dave’s latest Tweets at @davekahle. Article By Dave Kahle Q.  Dave, I have been a fan for a number of years, and have a number of your books.  In the last couple of years, I have grown increasingly frustrated.  Why won’t people respond…

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Using CRM to Shorten the Sales Cycle

By commence2018 / August 22, 2012

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…

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Has the Shine Come Off the Salesforce.com Apple?

By commence2018 / August 9, 2012

Commoditization now Helping Competitors Let’s give credit where credit is due.  Salesforce.com paved the way into the cloud based Customer Relationship Management (CRM) software sector with a unique offering that made good sense for customers who were tired of spending months of time and thousands of dollars struggling to implement desktop software applications.  Being the first company in the SaaS,…

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How Not to Make Joint Sales Calls

By commence2018 / August 8, 2012

A best practice for sales management by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle One of the fundamental principles that I’ve held to for my career in sales is this:  One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that,…

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Commence CRM Surpasses the Competition with New Activity Management Feature

By commence2018 / August 8, 2012

Commence CRM, well known for its robust functionality and affordable price continues to surpass its competition with new features that provide real value to customers. One of the most recent enhancements affects the activity management module. There is nothing exciting about activity management, but Commence has added a fun easy to use feature that customers are applauding. Activity Management CRM…

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