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Using Outlook for CRM

CRM

Can I Use Outlook for CRM? Lots of people do so the answer must be “yes”. Just like lots of people use stickies, or whiteboards, or spreadsheets for CRM. But changing the question might warrant a very different response. Can I use Outlook for joining my processes and information in a system which really helps [...]

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Where’s The Money

Sales Manager

Customers paying for the sale is the ultimate objective of what we do. The sale isn’t truly closed until the customer pays the bill, and in my book also buys the lunch. So knowing how the customer intends to pay is critical for qualifying the sale. But asking how the customer will be paying for [...]

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The Worst Kind of Sales Coaching

Sales Coach

Sales Coaching like this can be dangerous when it influences people looking for straight advice about how professional sales skills. There’s more garbage talked about sales skills than there is about sex, or making money with your blog, or social media marketing. It’s all crap and winds me up because there are some unfortunates out [...]

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Strategic Plans Lose Favor

Internet Enabled Business

And as if by magic, I’ve barely finished the previous post explaining you can stuff strategy, today everything is about tactics here’s a blog from a consultant saying the same thing. I wonder if Gartner clients are as confused as me? A very interesting article in today’s Wall St. Journal quoted several sources that clearly [...]

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Cloud Software for Small Businesses Won’t Save Microsoft

Internet Enabled Business

Image via Wikipedia Typical Consulting Speak I guess these consultants have to play the game making stuff complicated. But all this analysis of strategy is a waste of time. The battle in software is no longer strategic, it’s tactical. These big companies are facing competition from thousands of micro businesses, all being tactical, and on [...]

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Making Email a Business Process

Front Office Box

Email is a pain in the rear! Thanks to Gmail‘s excellent SPAM management my inbox is only full of junk, but it’s still junk, just like yours I guess. By junk I don’t mean completely useless – it just feels like junk because I’m trying to get things done and that stuff keeps interrupting me. [...]

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Selling What the Customer is Buying

Sales Coach

Selling what the customer is buying is the simple approach. Getting the customer to buy what the sales guy is selling is much harder. Why on earth do those motivational sales books suggest that type of pitching is the ultimate skill? It’s arrant nonsense as should be evident to anybody who ever bought something. Just [...]

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The Worst Kind of Sales Manager

Sales Manager

Which is your worst type of sales manager? The bad and inept sales manager is the typical sales reps biggest problem – not product, or marketing or even competition. The fact is the great sales manager knows when to stay out of the way, and how to help when asked. The bad sales manager seems [...]

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The Difference Between Small Business and Big Business

Front Office Box

What’s the difference between a big business and a small business? Long time ago, a CEO explained to me the only difference between big business and small business was the number of 0s after the number. At the time his concept seemed to make sense, but that was 40 years ago. After years of business [...]

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