People

Is CRM Doomed?

CRM

Why doesn’t CRM work? Or more precisely why don’t businesses wholeheartedly adopt CRM as a tool for managing front office activities. This question has vexed me for longer than I care to think, and that’s pretty much as long as we’ve been offering Front Office Box. Its an undeniable fact. You can take a horse [...]

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How To Be Successful in Sales – Without Being Great

Sales Coach

Do good customers buy from bad sales people? How come there are so many really bad sales people making money in this world when the professional guys are finding life hard? If you’re the CEO and wondering why that difficult, unsociable, lazy, good for nothing rep makes more money than you do? Or if you’re [...]

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Are Your Customers Smart or Dumb

Sales Coach

Image via Wikipedia Do you have smart customers or dumb customers, and what does the answer say about your business. I assume my customers are smart and work hard at making them smarter, because that way they’ll understand what I’m saying about their wants and how those will be met by my offer. It’s true [...]

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Integrity is the Sales Guys Only Asset

Sales Coach

Image via Wikipedia In selling integrity is everything. Sales people who mislead customers don’t last very long in today’s world of instant, global communication. On the other hand sales guys who value their integrity – honesty, empathy and efficiency – continue to excel, year after year. The old tricks of the sales game simply don’t [...]

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Selling B2B in the People Dimension

Sales Coach

Selling B2B is never simple – there are too many influences on the decision. But the sales guy who focuses on selling to the people rather than the business in B2B can maximise the opportunity of winning, and minimise the threat of being out played by the competition. Businesses may buy what we offer, but [...]

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Getting Around the Buyer Road Block

Sales Coach

We’ve discussed in Call as High As You Can the benefits of talking to the CEO. Unfortunately the bosses aren’t the ones who’re doing the buying.  The Project or Purchasing Manager usually does that. So if we’re going to get to the CEO we are either going through our main contact, or around them. If [...]

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