A good amount of my professional life is spent dealing with sales methods, processes and systems. When it comes time for a company to implement a CRM, you hear the same statement all the time, “we just won’t something that will ___.”
The killer word in that request, “just.”
CRM’s (customer relationship management) are complex database driven systems and there are hundreds to choose from, literally. Besides the systems being complex and there being many to choose from, you also have to . . .
If you walk around your local book store, you’ll see more than one piece of literature proclaiming the hidden truths of selling. Now, I myself, I’m a big blog reader. But regardless of where you get your information from, there is no shortage of people handing sales reps the “keys to the kingdom.” Most of the information is OK, but none of it is ground breaking.
This is because buyers have fairly similar purchasing processes. In this blog, I wanted to . . .
It’s funny when you’re right-smack-dab in the middle of something, it seems normal. Entering data two, nay three times! Updating a calendar in one application, call sheet in a second application and proposals in yet a third application. Oh, lets not even talk about trying to cross reference the data!
A while back (quite a while back), I was selling granite for a fairly large fabricator/dealer. Clients ranged from developers looking for fifteen floors of granite to new construction, single family homes. This . . .
