B2B Selling Isn’t Black Magic

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in Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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The New Sales Manager’s 3 Brown Envelopes

Sales Stories

This new sales manager received the coaching he needed in the brown envelopes he found in his desk, on the first morning.  His predecessor had kindly passed on the advice he’d himself received from the guy who was there before. Advice for New Sales Managers is one of our Sales Stories from the Front Line, in [...]

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The Salesman and His Magic Pen

Sales Stories

This story about the salesman’s magic pen illustrates how the smallest detail, or idea, can make a big difference in any sale. It’s another in our Sales stories from the front line series – tales sales professionals tell in order to get their point across. Stories from the front line are counter intuitive and funny, [...]

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Selling to Sales People With War Stories

Sales Manager

How do sales people sell to other sales guys? You might think they get very technical, preening themselves with demonstrations of their intellect. You might think they brag about past achievements and future opportunities. In each case you’d be right, but mostly they sell using stories. Sometimes those stories are true and others they’re fiction. They’re [...]

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Two Words Made Him A Millionaire

Sales Stories

In every sale there’s more money to be made than the seller thinks. And yes, that means you and your deals. Here’s an interesting story which illustrates the point, but before we get into the tale, lets agree every sale is made at a point where buyer and seller agree to contract for a given [...]

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Selling From A Different Direction

Sales Stories

Are there times when you’d do better approaching sales from the other direction. Times when the prospect doesn’t seem to be listening, even though your value proposition should be exciting. Times when the customer won’t even think about something new. There’s an interesting story from way back which ranks at the top of sales manager [...]

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Make Your Sales Manager Happy

Sales Manager

Is there anything which makes the sales manager happy – apart from the usual sex drugs and rock and roll, that is? Sales Managers are mostly sharp tongued cynics with an attitude. They have to be. Few people get told the whole truth less often. They have to read between the lines and work with [...]

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What Do You Call A Salesman You Can Trust

Sales Coach

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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Remember the Rolodex

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in CRM

In the good old days, before accountants ruled the world and computer guys told  us what we couldn’t do, the salesman’s best friend was his Rolodex.

The Rolodex (for those too young) was a cylindrical device which held index cards, and those index cards contained all the records of the people we knew, and what we knew about them.  This resource wasn’t company information.  It belonged to the individual, and went with him when he moved.

In those days people used to say “a salesman is only as good as his Rolodex”.  By this they meant his network of contacts, and also his reputation.

“Only as good as his Rolodex” was a colorful way of saying “only as good as his reputation”.  His Personal Brand!

Now there are so many opportunities for building Personal Brand sales guys need a new way to maintain their own records of who they know, and what they know about them.

Paper Index cards just don’t cut it in the days of 24X7 on-line communication.

That’s why we offer Front Office Box as a Personal CRM – the modern version of the Rolodex.

With a Personal CRM salesguys can keep their own records, which go with them when they move.

It can also do a bunch of other things, like keep contacts in groups so they know who needs to be invited to the daughters birthday party, when the credit card needs to be paid, and even the service history of their cars.

The Personal CRM can even be shared with family,  planning the kids sports activities and who will drive them.

In fact the Personal CRM can be an entire system for managing relationships, plans and tasks – just like the company CRM system, but without the cost and complexity.

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Tagged as: Business, Company, Customer relationship management, E-Commerce, Marketing, Rolodex, Sales, Sport

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