At very first glance, it wouldn’t seem that buying or selling a home or commercial property would be all that complex. One party wants to sell. One party wants to buy. They come to an agreement. Money changes hands. That’s really all there is to it, isn’t it? Do you really need a CRM application ... Read Post

Recent statistics that have been making the rounds in sales strategy seminars seem somewhat alarming: that 70 percent of buying decisions are made in advance of ever contacting a salesperson; and that 57 percent of the buying process is completed prior to engaging with any sales rep. If a buyer is so educated by the ... Read Post

We had a great 2013 and we are on target to make this one even better… With a great start to this year and last year behind us, it is time to look forward. We are still firmly set on our path of commitment to provide even more educational methods and to assist salespeople. Our ... Read Post

A key part of aligning sales and marketing is to ensure your business gains a foothold during the early stages of your customer’s buyers’ cycle. That’s because if you do, the likelihood of attracting more leads and closing more sales increases significantly. Let’s explore the reasons why… In simple terms, the buyers’ journey describes the ... Read Post

Depending on your company, trialware offerings, sales presentations, and product demos are often the domain of separate departments. Trialware is often the responsibility of programmers. Depending on the product, a demo can be in the hands of Sales or Development. Presentations are nearly always considered the territory of Sales or Marketing—but rarely both. These are ... Read Post

In recent articles we have been discussing the depth to which the ROI of any potential CRM solution purchase must be explored. We have emphasized the importance of surveying everyone in the company who will be interacting with it, with special attention being given to measuring the impact on and empowerment of your sales force. ... Read Post

Retirement services is a very specialized industry. You are assisting individuals in planning the security of their retirement years—the time in which they will no longer be working for a living and will depend on maximized investments to fully support them. Retirement services sales is, to say the least, a demanding occupation. On the one ... Read Post

The recent shift in consumer buying habits is a game changer for all types of sales reps. To summarize, sales reps have lost much of their control over the early stages of the buying journey. And the reason is simple – the way consumers make buying decisions has changed. Instead of turning to sales reps ... Read Post