CRM Is Important – Does Yours Actually Work? Most of the Sales People I Coach Hate Their CRM Software… Yes, it’s been some time since I posted…not because I’ve abandoned my blog, but rather, I’ve been heads down moving to a new CRM system! For those who have made this move, you know it’s a big […]
Time and Material billing focuses on dollars for hours, methodology focuses on process, and features focus on product. All of this leads to a price sale. From there expect to be sent to purchasing, pressed for discounts, and pushed off to the end of the month. I love Michael Bosworth’s explanation of negotiation. Once you […]
How will the next sales person be chosen? So how are sales people chosen in today’s market? It used to be that a friendly, enthusiastic person, who was able to find common ground through activities and interests had it made. Frank Bettger wrote a powerful book many years ago called, How I raised myself from […]
No budget! How many times have you heard these words? “No one has budget, there’s no money to spend, we have to wait until next quarter…” So just go back to the office and tell you sales manager to hold off on selling until Q1. No problem, I’m sure they’ll understand. Meanwhile, can you raise […]
Several companies ago, one of my employees, our security practice manager, made the comment, “Eventually everyone realizes that security is the place to focus.” He is right, just about everything hings on security when it comes to technology. You can have all kinds of ROI, operational efficiency gains, etc. But if it’s not secure, it […]
High Tech Business Growth 