Sales and Marketing Productivity

The Difference Between Contact Management and CRM

CRM

and why neither do the whole job for small businesses.

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Vendor Relationship Management Builds Better Businesses

Management Built In

Once we’ve chosen a partner we do everything we can to minimize his/her costs and introduce them to other business.

We don’t always get the compliment returned, but vendors who don’t want to be partners aren’t around very long.

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Sales Qualification 5 Questions About Money

sales qualification

Sales qualification shouldn’t only be about checking there’s a budget but questions about money are a vital element of the process – understanding the opportunity and deciding how to win it. Asking questions about money can be difficult for sales guys, especially newbies so its important we find ways to ask those questions as part [...]

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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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Qualify Sales Opportunities With This Checklist

sales qualification

Qualify sales opportunities with a checklist to make sure you have all the bases covered. Accurate sales qualification helps us make sure we only invest our time in deals we want to win. Thorough sales qualification will show us which elements of the deal we need to work on. Continuous qualification helps us stay on [...]

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Ask the hard questions early.

sales qualification

In sales qualification we need to ask some direct, maybe challenging, questions. The longer we delay asking the harder it gets to do. Both we and the customer have something invested in the buy/sell process and it gets harder to walk away. That’s why we need to ask the hard questions early. Our sales process [...]

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