Management

Planning and Task Management for Getting Things Done

Front Office Box

Our Planning and Task Management software could be just what you need if you find people forgetting to do things, or struggle to keep everybody in the loop with email and shared calendars, If those project management systems are more complicated and expensive than you need for your planning and task management, but you still [...]

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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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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 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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Why Sales Forecasts Are Never Right

Sales Forecast

Sales forecasts are the perennial problem for sales managers, and reps for that matter, Its strange how the C Suite understands cash and profit forecasts are just that – best guesses about what will happen – but seem to think sales forecasts are guarantees. I guess the sales manager is an easy target. Bosses seem [...]

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Planning a Sales Campaign

Sales Coach

Do you plan your sales campaign, or do you believe strategy is the application of expedients? There are two seemingly contradictory, well known, quotes which illustrate differences in philosophy. Alan Lakein, Bill Clinton‘s guru says “failing to plan is planning to fail” whereas legendary Prussian General, Helmuth von Moltke says “No plan of operations extends [...]

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Sales Qualification in Pipeline Management

Sales Qualification

Sales Pipeline Management can make a big difference to a small business’s bottom line, but it has to be the right pipeline management. So what is the right pipeline management? Lots of people talk about it, but not many really understand the subject. Based on ways popular software works they’ll think it’s about sales forecasting. [...]

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Sales Management Best Practice

Sales Manager

Managing revenue is often the biggest challenge for entrepreneurs and small business principals. Its hard to be a focussed on sales when delivering service to customers is a full time job. Unfortunately, somebody has to do it, and that somebody is usually the business owner. The individual entrepreneur won’t want, or need, to manage his [...]

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Three Essential Elements of Any Business

Front Office Box

In my business (and it’s the same for every other business) there are three essential elements. Without all of them I can’t be in business, or for long, at least. Knowledge I need to know what I’m doing – why customers will buy, how they will buy and how I’ll deliver. Resources Whatever it takes [...]

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