Customer Management

Qualifying Sales With Content

Sales Coach

In my experience there are two types of salesman (male or female). One who cares THAT the customer buys, and another who cares WHAT the customer buys. The hit and run guy will take any order, for the commission check. The other guy is selling to get satisfied customers who pay top dollar and give [...]

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Multi Dimensional Business Management

Front Office Box

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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Increasing “Selling Time” Productivity

Sales Manager

Reps want to make more commissions. Managers want to maximize revenues. Owners want to spend more time on customer satisfaction. There are two schools of thought about just how to do this.

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Get a CRM Built for Your Business – 10 “IFs”

CRM

Choosing software built specifically for our vertical market can seem attractive. After all, implementation should be easy, we should have fewer adoption issues and somebody else has figured out all the answers.

But life isn’t as simple as that, as many CRM users have found out.

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Selling Aspiration

Sales Coach

“Now that is selling aspiration. Not features or benefits, but what we wish for ourselves – our aspirations.” A new sales rep, Mickey joins the Ferrari dealership and gets put with the seasoned pro, Sue, for training. Mickey asks Sue, “these cars are so expensive, I don’t understand why people buy them”? Sue replies “well [...]

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Why CRM Projects Fail

CRM

In this morning’s newsletter AMR Research suggests – in its article Social Networking the Front Office – “the elevated failure rates for CRM projects suggests the market is long overdue for a new catalyst to change. Wikis, blogs and social networking have largely been ignored (by CRM suppliers) until recently, some are now looking at [...]

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Sales Tip – Negotiation and concession are not the same.

Sales Coach

When a customer says “I want to negotiate” that usually means “I want a deal on the price”. We all understand, because we all do it sometime. Nobody wants to pay more than they need. For the salesman this is definitely a pain in the rear. It means he’s between a rock and hard place, [...]

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Coach the customer through the your sales process.

Sales Coach

When a customer asks for a proposal he’ll have a plan for making the decision (if he doesn’t we have a problem). However these plans rarely work out the way they’re supposed to, and the more people involved, the less likely they are to. We know because we come across it all the time. We [...]

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