Stop Selling By the Seat of Your Pants - Story From: Commence CRM Blog
Ever wonder why some sales people are extremely effective while others fail? There are a bunch of reasons, but those that are not effective need to assume responsibility for their failure. Selling is part game and part science and you need to understand that prospects are masters at attaining information from you, misleading you about [...]
Categories: CRM Software, Commence News, Sales Effectiveness, Sales Training, customer relationship, online crm Tags: Commence CRM, CRM, CRM Software
Sales Practices: Question and Answer #4 - Story From: Commence CRM Blog
This is a Sales Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. You have convinced me that spending time face-to-face with customers is the best use of my sales time. How much of my week should I spend entertaining customers; taking [...]
Categories: Commence News, Customer Loyalty, Sales Effectiveness, Sales Training, Social CRM, Social Networking, customer relationship, sales force automation Tags: Commence CRM
Sales Practices: Question and Answer #3 - Story From: Commence CRM Blog
This is a Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. How do you make in-roads with a prospect who is happy with another supplier, who is providing a similar product at a lower price? Product is lower quality, but perceived [...]
Categories: Commence News, Project Management, Sales Effectiveness, Sales Training, customer relationship, sales force automation Tags: Commence CRM
Sales Best Practice #51: Is consistently able to get customers to voice their concerns. - Story From: Commence CRM Blog
The world is full of sales people who are hesitant to hear the customer’s concerns, afraid they will take the form of the more commonly used term - objections. The best sales people, however, have a different mindset toward this issue.
Categories: CRM Best Practices, Commence News, Sales Training, customer relationship, sales force automation Tags: Commence CRM
Sales Practices: Question and Answer #2 - Story From: Commence CRM Blog
This is a Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. How do you know how far to push a sale without overstepping your bounds and threatening the sale and/or the relationship with the customer? A. First, let me share with you an idea [...]
Categories: Commence News, Sales Effectiveness, Sales Management, Sales Training, customer relationship, process management, sales force automation Tags: Commence CRM
Best Practice #47: Understands, and is guided by, an effective sales process - Story From: Commence CRM Blog
This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or some paperwork to which you need to [...]
Categories: CRM Best Practices, Commence News, Sales Training, customer relationship, process management, sales force automation Tags: Commence CRM
Best Practice #46: Plans for four aspects of every sales call - Story From: Commence CRM Blog
This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle “You should have an objective for every sales call.” That’s a bit of sage wisdom that we have all heard, probably multiple times, throughout our sales careers. Unfortunately, I disagree. I believe you should [...]
Categories: CRM Best Practices, Commence News, Customer Loyalty, Sales Effectiveness, Sales Training, customer relationship, sales force automation Tags: Commence CRM
The Three Biggest Mistakes in Sales Presentations - Story From: Commence CRM Blog
This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time [...]
Categories: CRM Best Practices, Commence News, Sales Effectiveness, Sales Training, customer relationship, sales force automation Tags: Commence CRM
What can we learn from the best sales people? - Story From: Commence CRM Blog
This is the second post in a series of guest posts from Dave Kahle, author and leading sales educator. He will be discussing best practices of the top sales people.
Categories: CRM Best Practices, Commence News, Customer Service, Sales Management, Sales Training, customer relationship, sales force automation Tags: Commence CRM
CRM Software Automates Sales Follow Up and Customer Follow Up - Story From: Commence CRM Blog
CRM software is traditionally used for managing customer contacts, notes, history and the sales cycle, but CRM provides tremendous benefit by automating customer follow up and sales follow up. Mid-market CRM solutions like Commence CRM incorporate functionality designed specifically for this purpose. With Commence CRM, you can classify customers according to specific criteria such as [...]
Categories: Commence News, customer relationship, sales force automation Tags: Commence CRM
Are Sales Influencers Trusted? - Story From: Sell, Sell, Sell!
What matters most - Influence or Trust?
Categories: CRM Technology, Customer Service, On-Demand CRM, Product News, SMB, Sales Management, Sales Training, SalesNexus CRM, customer relationship, prospecting, sales, small business Tags: SalesNexus CRM
Three Steps to Create a Successful CRM Strategy
Here are several excerpts from an article about a new Gartner report, Three Steps to Create a Successful CRM Strategy, which is available for purchase on the Gartner website: Building a customer relationship management (CRM) strategy is a unique process for each organization that nevertheless should always involve three key steps, according to Gartner, Inc. [...]
