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CRM (customer relationship management) has a direct relationship to sales management. But unless a customer relationship management system is flexible, intuitive and implemented in the right way, sales management will not be able to benefit from it. Sales Management is A Tough Job Sales management is already a difficult assignment. They’re not trying to manage ...

In many articles, books, seminars and webcasts over the last few years, the “sales process”—also known as pipeline management—has been repeatedly emphasized. Pipeline management, using flexible pipeline management software, means isolating each of the necessary steps in a sales cycle, and establishing them and making sure they are followed. What may not be clear until ...

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. ...

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 ...

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 ...

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 ...

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.

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.