As an owner or VP of Sales, your watchful eyes and sales processes are keys to success. You have to close your own sales, guide sales reps, and know whether you are on track. Your purpose is to exceed your sales goals. As a sales leader, how do you: Track your sales...
How can someone LOVE their CRM? First, there are reasons to hate CRMs. Some are too limited, promise the world but deliver headaches and no support. Others are complicated and hard to use. CRMs come in all sizes and 3 broad levels: Electronic rolodex...
“Oh yeah, I hated CRMs” said so many of our clients. While funny, it is a recurring theme. So many prospects focus on what if it fails. Others focus on what if it succeeds and builds revenue. Many clients confess to resisting their consultants and sales teams...
“I hate CRMs” said the administrator to Ellen Stein, the owner of ESO, a specialized consulting firm. John Rizzo, the administrator, had worked for Ellen for 7 years. “How can I possibly track my leads and stay organized?” asked Ellen. “I’ll keep everything...
As VP of Sales, how often do your salespeople contact assigned clients? How do you know? Touching clients and prospects on a consistent basis makes you more than a commodity, builds loyalty, and long-term profits. Client or Prospect Focus What percentage...
What percentage of your business comes from business referrals? What if business referrals were a larger percentage of sales? New business comes from multiple sources (i.e., clients, web, networking, and business referrers). Each source takes time, and some produce...
