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…
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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…
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One App to rule them all
I saw this blog post recently ” 37 Sales Apps every Rep needs on their phone ” and I thought to myself seriously? You have got to be joking. Have…
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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…
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How to get prospects to trust you
How to get prospects to trust you After sending an online enquiry, I received an instant email from a salesperson introducing himself. Let’s call him Jack. Jack in a software…
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Lead Scoring – Hot or Not?
Lead Scoring 101 Lead scoring is definitely ‘flavor of the decade’ at the moment and the chase for an effective tool has resulted in many businesses upgrading to the latest…
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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…
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“Nobody ever got fired for buying IBM” – How emotional decision-making influences business purchases
Dale Carnegie once wrote, “When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion.” Most would agree that the environment of information…
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What kind of company do you wish to work for?
What kind of company do you want to be working for, and what helps you to feel valued, appreciated and inspired to do your very best?
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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…
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Millennials talking trash (about other millennials)
In the news this week, John Winning (CEO of Winning Appliances) threw caution to the wind and unloaded on what is likely to be his business’key customer base over the…
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Stop spending on information technology .. that cake is baked.
In any enterprise, on any day, many staff spend 8 hours staring at IT. Corporates send IT software companies tenders when they need new software. IT sales teams wine, dine…
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A speed date with Sentia
Come along with us on a speed date with your virtual digital adviser.
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The 7 habits of HIGHLY SUCCESSFUL SALES PEOPLE
Do you believe there are habits that characterize the super producers out there? In our experience there certainly is! #sales #salesenablement #salesforcecom #salesprocessdevelopment
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Ignore what is being sold to you. Remember what you actually need to buy.
When I am speaking to a potential Customer, I find that it is often useful to agree with them first what it is they want to buy. I have yet…
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A rep asked his CRM out for a drink after work
Imagine if your best rep suddenly invited his CRM to a bar for a drink .. I wonder what they would talk about?
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Why (almost) all sales enablement software will not work
OK. Big claim I know. Firstly, by sales enablement software I am referring to any software that claims to drive sales revenue by providing insights. Any that claim they will…
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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.
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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…
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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…
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