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Sales Coaching You Don’t Need

Sales Coach

I’m really great at selling, just not very good when it comes to talking about price or asking for the order. This little gem came from somebody whose name’s long forgotten. It resonated with me, not because she didn’t like closing – lots of people feel like that – but because that particular forum was [...]

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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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Checklist for the First Sales Call

Sales Coach

The first call is the most important in any sale. This is when we set the prospects expectations. After the first call we’re either there to win the order, or we’re cannon fodder – only in the deal to keep the preferred vendor honest. We need to plan the first sales call carefully, with this [...]

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Relationship Asset Management – a brief introduction.

CRM

We need more than customers – suppliers, partners, advisers, experts, friends, relations. We need to know about our relationships with them and their networks. We need to be able to plan, and execute how we use all of these connections and keep records of what we did.

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