Customer service

What Is Your Sales Strategy, How Well Does It Work

Sales strategy is the fundamental element of any business plan, in the same way as strategy is fundamental to achieving anything. Even to get from one side of the room you need a strategy – will you walk,, crawl or slither on your belly. Depending on the circumstances each could be the most appropriate way [...]

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Sales Training Ideas Which Work

Sales Manager

Training sales people is a problem faced by all business managers and especially training sales people newly joining our business. Whatever they’ve learned in previous roles doesn’t fit with our particular way of doing things. They may be accomplished hunters, closers and farmers but they still won’t understand our special value proposition – what makes [...]

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Learning Business Lessons from the Golf Caddie

Sales Stories

Business lessons from golf caddies sounds hard to believe. Popularly seen as roguish, itinerant, irresponsible journeymen the golf caddie doesn’t come naturally to mind as a font of business acumen. Until you’ve seen both sides of the coin, that is. Through my career I’ve sold everything from outsourcing to debt collection, and from mainframes to [...]

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Making Waves Makes More Sense Now

Internet Enabled Business

Image via Wikipedia Google Wave was probably the most eagerly awaited software technology in history. Those guys did an awesome job of pre-announcing the release and the world waited with baited breath. It seems Google must have learned a lesson with Wave, because only a few months later the company let Buzz seep out. No [...]

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Getting It Right With Checklists

Front Office Box

CheckLists have been helping us organise our thoughts since te beginning of time and despite all the technological innovations they remain fundamental to the way we get things done. For a simple explanation of the power of check lists with review process take a few minutes to read Mathew E May’s How To Get Things [...]

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Sales Pipeline Management Isn’t CRM

SPPM

Sales Pipeline Management isn’t the same as CRM even though most people put the two together. Actually they get confused by all the B/S they come across on the web. Unfortunately there are too many who know nothing about either publishing about both. So the world has this murky picture of contact management, sales force [...]

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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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Is Your Business Joined Up

Front Office Box

Is your business joined up? Daft question really because smaller businesses have to be joined up. That’s the only way they can work. The question would be better as are your systems joined up? And that’s a different matter. Does your system seamlessly progress from suspect to cash? Or do you have to fill in [...]

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Top Sales Performers Help People Buy

Sales Coach

The sales guy who contributes his/her specialist knowledge to help make sure the customer buys the right thing wins easy business, at the best prices,

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