4 Reasons Why Small to Mid-Size Businesses Need Sales Software - Story From: Commence CRM Blog
Nothing can be more frustrating for management than seeing new leads and promising sales opportunities fall through the cracks, but this is often the norm for many small to mid-size businesses. And when it comes to timely and accurate sales forecast, well sales management might be better served looking into a crystal ball. Why do so [...]
Categories: CEO Corner, CRM, Commence News, Sales Effectiveness, Sales Training Tags: Commence CRM, CRM, CRM Software
Sales: Question and Answer #9 - Story From: Commence CRM Blog
This is a Question and Answer article for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change something that is [...]
Categories: Commence News, Customer Loyalty, Sales Effectiveness, Sales Training Tags: Commence CRM, CRM, CRM Software
Reference Selling is the Key to Higher Close Ratios - Story From: Commence CRM Blog
CRM Software Can Help Every sales representative dreams about that phone call when they hear a prospect say “I was referred to you by one of your customers.” Want to know why? Statistics indicate that close ratios for new sales increase from 1% for cold calls to as high as 90% for those calls where a [...]
Categories: CRM Software, Commence News, Sales Effectiveness, Sales Training, Social CRM, Social Networking, linkedin, social media Tags: Commence CRM, CRM, CRM Software
Implementing a CRM software system is essential - Story From: Commence CRM Blog
CRM software is essential, but how can you be sure? Often businesses are bombarded by products, solutions and campaigns highlighting different business needs. Therefore deciphering what is relevant can often be a difficult task for organizations. CRM software is one business solution that cannot be ignored. In the case of customer relationship management knowledge is [...]
Categories: CEO Corner, CRM, CRM Software, Commence News, Customer Loyalty, Sales Effectiveness, online crm Tags: Commence CRM, CRM, CRM Software
Sales: Question and Answer #8 - Story From: Commence CRM Blog
This is a Question and Answer article for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of [...]
Categories: Commence News, Sales Effectiveness, Sales Training Tags: Commence CRM, CRM, CRM Software
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
CRM Software Can Help a Failing Sales Organization - Story From: Commence CRM Blog
Sales organizations can be underachieving for a myriad of reasons, but it’s typically a lack of structure and process that divides highly successful sales organizations from poorly performing ones. The structure begins right at the introductory stage of the selling cycle and that’s lead qualification. Successful sales professionals traditionally have a specific set of skills [...]
Categories: CEO Corner, CRM Software, Commence News, Sales Effectiveness Tags: Commence CRM, CRM, CRM Software
Sales Best Practices: Think a Lot - Story From: Commence CRM Blog
Thinking about Sales… By Dave Kahle It’s a difficult year for a lot of sales people. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough time. There was a time, just a few years [...]
Categories: Commence News, Sales Effectiveness, Sales Training, customer-management-software Tags: Commence CRM, CRM, CRM Software
Sales Management Benefit the Most from CRM Software - Story From: Commence CRM Blog
Experienced well trained sales managers understand the importance and value of CRM software and how chaotic their world would be without it. Anyone who has managed a mid-size to large sales organization knows it is no easy task. Sales people often come from all walks of life, from college grads to mature people who may [...]
Categories: CEO Corner, Commence News, Sales Effectiveness, Sales Management, process management, sales force automation Tags: Commence CRM
Online CRM Made Easy - Story From: Commence CRM Blog
Every company looking for an online CRM system wants one with the most functionality, but it’s also got to be easy to use; kind of an oxymoron I think. There is clearly a correlation between robust functionality and ease of use. Standalone or what’s known as point solutions that do one or two things very [...]
Categories: CEO Corner, CRM Software, Commence News, Sales Effectiveness, crm solution, online crm Tags: Commence CRM, CRM, CRM Software
Small Businesses CRM Software – Stop Looking for a Bargain! - Story From: Commence CRM Blog
Small business owners are smart operators. They traditionally have to do a lot with very little, wear multiple hats and position their companies to be competitive in a rapidly changing environment. Software tools and applications like CRM software can help them to automate the internal processes that can make them a more effective sales and [...]
Categories: CEO Corner, CRM Software, Commence News, Sales Effectiveness, crm solution, customer-management-software, sales force automation Tags: Commence CRM
Sales Best Practice #23 – Routinely makes powerful persuasive presentations - Story From: Commence CRM Blog
A Best Practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. Sales training was defined as memorizing two five-page, single-spaced sales presentations, presenting them [...]
Categories: Commence News, Sales Effectiveness, Sales Training, process management Tags: Commence CRM, CRM, CRM Software
Nurturing Prospect Opportunities - Story From: Commence CRM Blog
Below is the latest customer relationship management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle You have made a call or two on a prospect, qualified them, and rate them as high potential. The problem is they don’t have an opportunity at the moment. Lots of [...]
Categories: Commence News, Sales Effectiveness, Sales Training, sales force automation Tags: Commence CRM
Sales Practices: Question and Answer #6 - Story From: Commence CRM Blog
This is a Sales Question and Answer article about sales best practices from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. What do I do when my goals don’t match the company’s goals for me? A. I can look at this is in two ways – expressing two different [...]
Categories: Commence News, Sales Effectiveness, Sales Training, process management Tags: Commence CRM, CRM, CRM Software
Sales Best Practice #33 – Focuses on spending the greatest amount of time with the highest potential customers - Story From: Commence CRM Blog
This article focuses on Best Practices for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle It is so easy to do that which is comfortable and easy as opposed to that which is smart. It’s a common temptation to which every sales person succumbs [...]
Categories: Commence News, Sales Effectiveness, Sales Management, Sales Training, sales force automation Tags: Commence CRM
Sales Practices: Question and Answer #5 - Story From: Commence CRM Blog
This is a Sales Question and Answer article about customer relationship management from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. How do I ensure that I get the last look in a competitive bid situation? A. This is a question that I’m often asked. In [...]
Categories: Commence News, Sales Effectiveness, Sales Training, process management, sales force automation Tags: Commence CRM
Sales Best Practice #35 – Regularly spends time and money improving sales skills - Story From: Commence CRM Blog
This article focuses on Best Practices for sales people from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Having spent most of my adult life in Michigan, I have naturally grown to be a fan of the Detroit professional sports teams. Basketball is my favorite sport, [...]
Categories: Commence News, Sales Effectiveness, Sales Training, sales force automation Tags: Commence CRM
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 Practices: Creating Long Term Goals - 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 One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline [...]
Categories: CRM Best Practices, Commence News, Sales Effectiveness, Sales Management, Sales Training, sales force automation Tags: Commence CRM
