The Evolution of the Customer Buyer Journey
In the distant past (say 25 years ago) think about how you purchased a product. Somewhere you would get motivated to purchase an item from TV, radio, newspaper, magazine or…
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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….
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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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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…
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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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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…
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Recruitment Rule No. 3 – Where do you find Super Sales People?
The most effective way of finding super salespeople often revolves around word-of-mouth recommendations or introductions rather than looking at a stack of online resumes. Who should you talk to in…
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Recruitment Rule No. 2 – Don’t hire people unless they raise your average
Do not hire any sales staff unless the individual that you select will raise the average quality of your sales team. Do not “settle”. Do not take on someone just…
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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…
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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…
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Will 5G hurt or help your Salesforce in the field?
We have all heard that 5G is going to revolutionize cell phone communications with up to 100X faster speeds than the old 4G networks. This may be true for the…
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What Should a CRM do for Sales Representatives? (In a perfect world)
This week we’re going to focus on the features and benefits of CRM’s that really matter to sales representatives. Here is a short list of top CRM features; Allow fast,…
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5 things your CRM vendor does not want you to ask
Most of today’s CRM solutions have a feature set consisting of contact management, activity and forecasting. Some also include lead scoring, social media and collaboration tools. Here are five things…
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Training is key for a new CRM!!! – Sentia Says
You just deployed a brand-new CRM company wide, only to find whispers of insurrection in the tea room and your sales team continuing to use Excel to manage their leads. …
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Never underestimate the impact color has on brand and users
Color is a powerful tool when it comes to design, and as a member of the development team for our app, Sentia. I have learnt swiftly to never underestimate the…
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When you eat the hamburger, don’t accept you’re going to get the pickles too
Who doesn’t enjoy tucking into a good hamburger? A popular food loved by many around the world, and easily recognizable. Just like the food, the hamburger menu has become very…
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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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The sales person’s AI dream doesn’t sound so far-fetched
Throughout most of recorded history buying and selling has been part of daily life. Whether it’s agricultural products or the latest software, selling is a communication process whereby one side…
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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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Why you should call your customers 3 out of 4 times
In this fast-passed world of digital communications, “omni-channel” conversations and faceless customer service, I see first hand the destruction of good old fashion customer interactions.
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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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A speed date with Sentia
Come along with us on a speed date with your virtual digital adviser.
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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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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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