Sales isn’t just about presenting people with a widget that will solve all their problems. To be an effective salesperson, one has to also understand how to get people to recognize that such a widget will solve specific issues or otherwise grant a buyer some kind of benefit. With budgetary concerns at the forefront of the collective […]
I have asked Managers, “Why would you fire one of your employees”? The answer usually implies that the employee is not doing the BASICS of calling, setting appointments, doing follow-ups and closing business. They think the answer is to track all activities by making their employees record them. Then the Manager will drive those metrics and expect higher […]
Management recognizes the power of capturing metrics on activities that occur during those stages wherein their Business Development teams are turning a Prospect into a Client. They use the CRM to measure and drive activities. Then analyze the key performance indicators, (KPI’s), that appear to result in success. This helps in defining the “Best Practices” […]
As Sr. VP., Dir. of Sales & Marketing, I often stay hands-on in providing business consulting in order to design the most efficient and intuitive CRM interface for User Adoption and achievement of established goals. Just wanted to share a few thoughts with those of you contemplating the implementation of a new CRM or reviewing your […]
In real life you would never change the sign above your business depending on who comes in the door. Not only would it make you look strange–it’d also be extremely confusing for a customer to actually describe what your business is about. Strangely enough, many sales professionals and marketers are taking this tack with online […]
Businesses today have countless communications tools at their fingertips for keeping things running, from simple telephones and video systems to less traditional applications like productivity workflows. Keeping in touch with employees, coworkers, customers, and stakeholders has become easy and seamless, and lots of technology exists that is designed to fit unique business needs.
Don’t underestimate the power of the Internet to change how people view your company. From online reviews to your social media presence, it doesn’t take much to turn a 5-star rating into an embarrassment. And, unlike a bad reputation in high school, kids in the corporate world are not as quick to forget.
After the initial rush that comes with being hired or promoted into a managerial position there’s a lot of room for dread and anxiety to set in. Some new managers have a hard time coping with the transition, since their responsibilities and efforts might be newly focused on tasks that don’t always have immediately measurable impact (mentorship, […]
A strong customer relationship management (CRM) system is often an indicator of a business that is highly efficient. Why? Because data in such a system is so cleanly kept that it can be analyzed and fed back to people responsible for selling a product. And good selling can be boiled down to three things: • […]
Crisis management has grown into a robust, complex discipline since its inception and development as an important part of global business many decades ago. Although massive data analysis and technological advancement today allow for strong predictive analytics and risk management, crises are generally defined by their lack of predictability–they can happen at any time. Having […]