Today, savvy salespeople are learning that a great sales pitch and some information on the target customer’s company and their needs, will no longer simply cut it. Today’s account management wins come from digging in deep, and fully understanding the company, their needs and resulting requirements, and more specifically the target customer and buyer personas. ... Read Post

When allocating a budget in an enterprise, sales automation often takes somewhat of a back seat to other matters. While the causes for this are many and varied—and fodder for random and age-old finger-pointing—we will not attempt to examine them here, but simply demonstrate the vital importance of IT support for one crucial activity: pipeline ... Read Post

It’s a pleasure for me to present you my newest book Salespeople Embracing IT All, a new book that provides revolutionary sales-empowering concepts now being utilized by forward-thinking companies.   The Renaissance of Salespeople Salespeople Embracing IT All puts forth the concept that salespeople, being the primary contact points between company and customers, are actually “entrepreneurs in ... Read Post

Traditionally, sales and account management has been done from somewhat of a distance. With some understanding of a prospect’s needs, a salesperson would contact a buyer, and while qualifying them make a pitch. Based on the type of company, industry and other factors, hopefully the salesperson has ascertained the prospect’s needs correctly, can quickly educate ... Read Post

It is a new age of sales. Instead of a salesperson making a pitch and “hoping it sticks”, it is all about salespeople digging in and really find out about their prospects and their barriers, needs and wants. This approach also greatly affects contact management, and the choice of contact management software. Read Post

Much has been written (and spoken of) regarding the need for an accurate sales process—also known as sales pipeline management. Pipeline management means having your sales cycle from lead to close laid out in exact steps, each of which must be taken to obtain a successful sale. It might also be called “opportunity management.” Read Post

In order to succeed—let alone survive—the field of account management must be dynamic. This is now more than ever a fact, considering that the internet has become part and parcel of everyday life and business. Following right along, this modus operandi must also apply to contact management and contact management software. Read Post

One of the successful methods of forward-thinking companies is the isolation of the exact steps of their sales process, so that everyone involved in sales is “on the same page.” Sales reps know the next step of each sale, and managers can track the progress of sales as they go. The sales process is also ... Read Post