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In recent articles, we’ve devoted much discussion to ROI (return on investment) with regard to CRM solutions ROI. CRM has a very intimate relationship with the success of not only a sales force but a whole company—hence it is well worth a considerable investment of time to figure out what a CRM application needs to ...

Just like any other industry, manufacturing is subject to market fluctuations. For example it was just reported that manufacturing sales for Canada were down by 0.9 percent for the month of December 2013. Sales volume declined 1.9 percent, which was the largest single drop in a year. If you’re a manufacturing sales rep, such economic ...

In recent articles we have discussed the necessity for Sales and Marketing to be aligned and operating as a unit, not as bickering and opposing forces. When they are in accord, pipeline management takes on a much more comprehensive scope. The pipeline, and therefore the sales process, can and should include steps for both sales and ...

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 ...

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. ...

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 ...