What Is Wrong With My CRM Solution?

April 29, 2011 by  | Leave a Comment Filed under: Sales 

One of the most perplexing technology decisions a company will make is the selection of their Customer Relationship Management (CRM) tool. Recently vendors in this space are trying to spread adoption of their tools throughout the organization, but basically they are still mostly used by the Sales (read on...)



How Are You Increasing Customer Loyalty During Challenging Times?

June 28, 2009 by  | Leave a Comment Filed under: Sales 

Challenging economic times can test the quality of a customer relationship faster than any other situation. It is vital that during these uncertain circumstances that you put your creative hat on and find unique ways to be of service to your existing customers or I’ll guarantee that you (read on...)

Are You Cultivating Your Acres of Diamonds?

June 28, 2009 by  | Leave a Comment Filed under: Sales 

One of the classics of self-help literature was written years ago by Russell Conwell shares a simple yet profound truth, that what you are searching for in life may be right in your back yard but to find it you have to stop looking everywhere else and focus on where you are. This parable has sold (read on...)

What’s Driving You, Your Circumstances Or Your Values?

June 28, 2009 by  | Leave a Comment Filed under: Sales 

Behavior is a function of many factors; goals, beliefs, integrity, attitudes, values, expectations, circumstances, experience, knowledge just to mention a few of the dominant ones. Sooner or later everyone who sells will come face to face with any number of these driving forces as they must make (read on...)

How’s Your Giving Up Quotient?

June 28, 2009 by  | Leave a Comment Filed under: Sales 

One of my late heroes Charlie “Tremendous” Jones was fond of saying, “I didn’t want to quit, I just wanted to want to quit.” Read it again. There is a difference between quitting, wanting to quit and wanting to want to quit but not quitting! I have a sign over my (read on...)

Are You Mastering the Basics?

June 28, 2009 by  | Leave a Comment Filed under: Sales 

One of the tendencies of many salespeople is to embrace the latest fad, technique or technology as their latest and greatest approach in an attempt to sell more; easier and faster. I can tell you that since I have been selling for over fifty years that I have seen it all. I have read the latest (read on...)

Selling – Defined

June 28, 2009 by  | Leave a Comment Filed under: Sales 

If you asked 1000 people to define selling I’ll guarantee you would get one thousand different answers. Some might say it’s; -Persuading others to buy -Moving products and services -Closing the deal -Helping others get what they want -Selling ice cream to Eskimos -Convincing people (read on...)

How is Who You Are Impacting Your Sales Success?

June 28, 2009 by  | Leave a Comment Filed under: Sales 

Who are you? I’m not referring to your; name, address, title, position, social security number, bank balance, gender, age, nationality or religion or any other external or outside circumstance that you can use to define or describe yourself. Who are you? What are your beliefs, prejudices, (read on...)

Problem Or Project – You Decide

June 28, 2009 by  | Leave a Comment Filed under: Sales 

In one of my favorite books, Eric Butterworth discusses the topic of seeing problems not as to be solved, avoided or stressed over but as projects to be tackled or completed. I love this analogy because one of the biggest challenges for salespeople is to see their challenges not as something to (read on...)

OK, So You’ve Got Competition?

February 28, 2009 by  | Leave a Comment Filed under: Sales 

Competition is a good thing. It keeps you honest, professional and requires continual learning to overcome the strategies, techniques and approaches used by organizations that are trying to take your business or where you are trying to win new business from them. Too often I hear salespeople (read on...)

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