Thinking about Sales: Just Listen! - 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 I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” [...]
Categories: Commence News, Sales Training, Social Networking Tags: Commence CRM, CRM, CRM Software
Sales: Question and Answer #10 - 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. In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? A. Great question. Let me answer in [...]
Categories: Commence News, Sales Training Tags: Commence CRM, CRM, CRM Software
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
Your Sales Pipeline – How Can You Manage It More Effectively? - Story From: Commence CRM Blog
A sales pipeline does nothing more than provide you with an analysis of the demand for your product or service. It’s the management of the pipeline that helps improve close ratios and drive more revenue. In order to properly manage the sales pipeline you need an effective system that can properly display where each opportunity [...]
Categories: CRM Software, Commence News, Sales Training, online crm, sales forecasting, sales tracking Tags: Commence CRM, CRM, CRM Software
Sales Best Practice #3 – Has an excellent working relationship with the boss - Story From: Commence CRM Blog
A best practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople understand that their company has assembled a collection of resources into which they can tap in order to further their sales success. One such resource is your sales manager. Now, I understand that the quality [...]
Categories: CRM, Commence News, Sales Management, Sales Training, Social CRM, Social Networking, customer-management-software 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
4 Biggest Time Wasters for Sales People - Story From: Commence CRM Blog
Thinking about Sales… By Dave Kahle Good time management for sales people has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I’ve seen some regularly occurring patterns [...]
Categories: CRM, CRM Software, Commence News, 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
Sales Best Practice #2 – Broadens the relationship with good customers by proactively introducing them to other employees - Story From: Commence CRM Blog
A Best Practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle The best salespeople understand that the more comfortable the customer is with their company, the less risk the customer perceives there to be in dealing with them, and the more likely it is that the customer will [...]
Categories: CRM, Commence News, Customer Service, Sales Training, Social CRM, Social Networking, customer-management-software Tags: Commence CRM, CRM, CRM Software
Thinking about Sales: Selling Commodities - Story From: Commence CRM Blog
Thinking about Sales… By Dave Kahle “How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?” That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means [...]
Categories: Commence News, Sales Training Tags: Commence CRM, CRM, CRM Software
Three days to transform your business and your career! - Story From: Commence CRM Blog
Dave Kahle is an expert on sales process management. His sales training seminars will teach you how to grow your business and get the most from your sales team. Learn about proven best practices for sales execution and the use of online CRM software for better sales management, forecasting and reporting. How to create a [...]
Categories: Commence News, Sales Management, Sales Training, sales forecasting 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
Sales Best Practice #1 – Has a strict code of ethics that governs his/her behavior on the job - Story From: Commence CRM Blog
A Best Practice for sales people by guest poster Dave Kahle, author and leading sales educator. By Dave Kahle Situations in which you must deal with a lot of people always bring with them a great deal of temptation to take unethical short cuts. Situations in which you deal with a lot of money always bring with [...]
Categories: Commence News, Sales Management, Sales Training, process management 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: Question and Answer #7 - 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. Dave, I am finding it difficult to manage my personal finances. As a commissioned sales person, my income varies from month to month. It seems like I’m always struggling with finances. [...]
Categories: Commence News, Sales Training, sales force automation, sales forecasting 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
