Thanks to social media and professional networks, today’s more informed, savvy, and frankly, empowered buyer has forever altered the buyer-seller relationship. The balance of power has titled in the buyer’s favor at the expense of many of us in sales. But as with any evolution or indeed a revolution, there are those that adapt and ...
Microsoft Embraces Salesforce: Top Experts Weigh In on What It Means for Enterprise CRM Considering the long rivalry between Salesforce and Microsoft, last week’s announcement of a long-term partnership between the two companies set off ripples — especially for Microsoft Dynamics CRM users who wonder how it affect them in the long term. The announced ...
The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. But what are those insights that you need to know? Start with these seven:
Here’s How to Seal the Sale and Stop Coming in Second. Coming close only counts, the old saying goes, in horseshoes and hand grenades. Your sales efforts are no exception. In fact, being a runner-up in the sales game is often doubly troubling, as you’ve likely invested a lot more in getting their attention than ...
The countless benefits of relationship marketing are not immediately visible, but research suggests that a positive customer experience will lead to more sales, either directly or indirectly. Most businesses focus on transactions as a measure of success. In a transactional model, your business is dependent on a continuous flow of leads coming in. Marketing generates ...
You know one of the words universally associated with success that we don’t hear enough? Initiative. Merriam-Webster likes to describe this word, firstly (and probably most succinctly) as the introductory step. That’s it. So simple, that it’s often lost in a haze of other important ToDo’s. Now, one of the great tricks with initiative is ...
When you think about it, salespeople have an awesome amount of freedom—but also a huge amount of personal responsibility. In many senses, we really are entrepreneurs. Entrepreneurs march to their own drummer. They have goals, translated both to financial aspirations (revenue, earnings, growth), and strategies (share, market visibility, brand reputation, etc.) They develop plans, then ...
As any Sales Manager knows, most sales forecasting is a mishmash of guesses, unfounded optimism, and outright pipeline stuffing. And yet, in virtually any size organization, the pipeline is the lifeblood of future revenues, profits, and growth. So it’s science—not guesswork—that should drive decisions. Setting the Stage for Our Big News Pipeliner CRM brings sanity ...
