Opinion, Sales Tips

How To Create a Sales Process

If you’ve generated a sale, the good news is you already have a sales process – technically speaking.  However, the process is most likely unwritten, unrepeatable, unmanageable, and quite FRUSTRATING!…

Erik Host-Steen on
Customers

How Often Does This Happen?

Right now, a lot of companies and brands are like our friend here. Frozen in place, unsure of what is coming or how to react.  Unsure of what is coming or how to react….

David McGrane on
Customers

The biggest struggles when using a CRM

Having spent more than a decade creating CRM applications that resolve a lot of these types of struggles, let me explain what I think most users do struggle with. In terms of…

David Forder on
Customers

What makes a ‘top’ sales performer?

What makes a ‘top’ performer? It is an interesting question and at first glance it would be easy to provide a list of “How to Sell” type answers but you will be…

David Forder on
Customers

CRM Adoption Magic

Hope you’re staying safe at home and weathering the pandemic as best you can.  I have always been a glass half full kind of guy and with that in mind I’m always…

David Brown on
Customers, Motivation, Opinion

Let me tell you a story

What could everybody use a whole lot of right now? When things look grim (and let’s face it, they’ve rarely looked much grimmer) one thing that people have always really…

David McGrane on
Sales Tips, Training

The 5 C’s of Selling

Sales is a process that requires perseverance, preparedness and follow through. The best sales people in the world know that the 5 C’s of selling are also the habits that get sales representatives to the finish line.

Jeffrey Biggam on
Sales Tips, Technology

CRM Fast Fix No. 1

We all know that sales professionals are usually not huge fans of CRM. They are perceived as being complex, requiring loads of hours of data entry, adding work not value…

David Forder on
Customers

Recruitment Rule No. 1 – Hire for Aptitude

Expertise or Aptitude when Hiring Sales Reps?  When recruiting super sales staff you will always be better served looking for aptitude rather than expertise. Unfortunately, most recruiters do not understand this and will…

David Brown on
Customers

Rejected for Startup Capital? What to do Next?

The vast majority of startups that reach out for Venture Capital are turned down numerous times prior to receiving investment. The reasons they are turned down often have no correlation…

David Brown on
Opinion, Sales Tips

Corporate event mingling 101

As many of you have probably gathered by now, corporate events are much more than an opportunity to feast on free food and get tanked at the bar on the…

Matt Small on
Opinion, Technology

How to know if you need a CRM?

It seems like everywhere you look CRMs like Salesforce, Oracle, Microsoft, Hubspot, Sentia all espouse the benefits of CRM, but for those of us who don’t already use a CRM…

David Brown on
Opinion, Technology

Agility – the new superpower

Change is a certainty in all of our worklives now and the ability to adapt to change, to thrive in an environment that seems to do nothing else but change…

David Forder on
Customers

Don’t quit too soon!

We have all experienced it. We have a new lead passed to us or have had a first meeting with a prospective customer. We agree with them to organize a…

David Forder on
Customers, Sales Tips

Think you know your buyer?

Buyers are increasingly more tech savvy and comfortable engaging with sellers via multiple channels such as phone calls, email, text and social media. They demand that businesses know about them from their very first interaction and want the people they buy from to be as available to them as other people they know.

David Forder on
Opinion

The $650 billion problem

Enterprises have spent $650 billion on information technology over the past 2 years and it now fails to deliver a return. Take a look at the attached graph. Spend on…

David Forder on
Opinion, Technology

Why do sales reps hate CRM?

It’s crazy that the majority of sales professionals refuse to use their company’s Customer Relationship Management (CRM) software or CRM. Over the last 30 years, corporates in the united states…

David Forder on
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