Company

Three Reasons a Sales Rep Should Keep a Personal CRM

CRM

For those of us in sales our Personal CRM helps us know what we’re doing, without sharing everything with the boss – we’re in control. crm system is portable – we can take it with us when we move on. Our data is an asset, making us more attractive than the next guy when the [...]

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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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Email Isn’t a Business System

CRM

“What’s That” you may say. “The business world goes around on email”. And of course it does, but that makes it technology which displaces paper (until somebody prints it) and paper certainly isn’t a business system – just a technology. The reason I bring this up is so many people mistake a technology with the [...]

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Sales Skills for Reluctant Rainmakers

Sales Coach

Sales skills were what Gareth needed, but he didn’t identify that’s what was missing until too late. No matter how skilful or experienced in a speciality the new business owner needs some basic sales skills to get them started on the right track. The biggest single demographic starting up their own business is the fugitive [...]

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Remember the Rolodex

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.

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Does Typical CRM Work? – Not In This Case

CRM

Maybe this is me being naughty but I just couldn’t resist sharing what I’ve found on another forum. We have a user who christened the market leader salesfarce. He’d been using it for year and his company decided not to renew the contract. There’s no indication why this company wants to get out of a [...]

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My Worst Sales Call – Ever!

Sales Coach

CEO’s, VP’s and Sales Managers need to stay out of my way until I decide how they can help, and then do it my way.  Why do I insist on this?  Read the story – its true although I have changed the names. How My Sales Manager Cost Me Money Steve had been working for [...]

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The 7 lies in selling enterprise software

Sales Coach

Ever meet an enterprise software salesperson you could trust? While such paragons of virtue exist, they seem the exception rather than the rule. Here are 7 common lies used by some way too many enterprise solution providers during the sales process.

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How to Ask for the Order

Sales Coach

Ask for the order! The prospect expects us to ask and the response we get will tell us how to win it. Asking for the order can be a hard thing to do! It puts pressure on the prospect, because it asks him to make a decision. A decision, not necessarily whether to award the [...]

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