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When first starting into business, most start-up companies aren’t really rating opportunities. It seems that any opportunity is worthwhile. There are numerous reasons for this: The company needs the income. A new company needs the repute of having the increasing market share. The more customers you have, the more that can recommend your product or ...

In recent articles we have been covering ROI (return on investment) as regards a CRM tool. Computing ROI for CRM is a much more in-depth undertaking than for many other software solutions. When the full impact for CRM isn’t researched for every portion of the company that will interact with CRM, the company pays handsomely ...

Sales forecasts are a vital component of any business. In order for a company to survive let alone succeed, sales forecasts must be as accurate as possible. Such forecasts usually originate in the sales department, but their influence goes well beyond Sales: they are utilized for a company’s financial projections. To the degree they are ...

Today forward-thinking companies are realizing that having Sales and Marketing in their traditional stances—that is, opposed to and bickering at each other—is not productive of a smoothly progressive organization. In its most basic form a company is a team. Its two most important revenue-producing units—Sales and Marketing—are part of that team, and in fact need ...

Fact. Our buying habits have changed – permanently. But what does this means for sales reps? In this internet, information-rich age, buying decisions often start long before we’re consciously aware of them. That’s because as consumers, we’re constantly making buying decisions at a subconscious level AND as a natural part of day to day life. ...

The factor of competition must always be figured into sales strategy. In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril. Ancient Chinese military philosopher Sun Tzu famously said, “Keep your friends close and your enemies closer”—and it’s just as true in ...

SPIN Selling by Neil Rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation.

In recent articles we’ve explored what must happen to fully maximize ROI (return on investment) for a CRM system. It’s a more complex issue than ROI for many other software solutions, for in truth CRM is the backbone of your sales force, and key to marketing and other company functions as well. It has a ...