CRM (Customer Relationship Management) software made its way into the lives of sales professionals with the introduction of the PC software, ACT!, in 1986, and the client-server software, Goldmine, in 1989. The dotcom bubble took these apps online and soon spawned Salesforce.com - the 800 lb gorilla of the CRM industry. Instead of tracking customer contact information … Continue reading Are You A CRM Master or Slave?
Sell More by Double-Checking Your “Gut” Instincts Have you ever told your sales manger you were excited about a sales prospect, only to be caught dumb-struck when she asks you to explain why you are so confident they will buy? Many top performing sales people develop a gut feeling for good prospects, but that doesn’t … Continue reading Use B.A.N.T.E.R. To Increase Your Sales
Sales reps are the engine that drives business, and the sales manager is the mechanic that keeps that engine running at peak performance. Top sales reps do not need their sales manager to micromanage their activity or close deals for them. Instead, high performing sales professionals want their manager to help clear obstacles from their … Continue reading Help! My Sales Manager Needs A Sales Manager!
Salespeople often ask multiple questions in one run-on sentence. Here’s why and how to stop. A sales manager I worked with called the habit of asking multiple questions in one run-on sentence “nervous mouth.” It drove him crazy when he observed sales reps ask two or more questions in a row rather than asking them … Continue reading One Question at A Time, Please
Learn how to sell more by rigorously managing your pipeline of opportunities. Why is it that top performing sales people rarely struggle to achieve over-quota performance? Almost as by magic, these top performers have an abundance of qualified prospects which they easily convert to new orders, consistently exceeding their sales target every quarter - all … Continue reading Pipeline Management – Part 2: Managing Stages
Just as you can't manage what you can't measure. You can't measure what you can't define. Top performing sales professionals know that “closing the sale” is a result of the activities that precede it. Unfortunately, sales opportunities stall at various sales stages for a variety of reasons both within and beyond our control. Learn how … Continue reading Pipeline Management – Part 1: Terminology