February 2014

Getting the Full Value Out of Collaborative CRM

For small businesses, using enterprise customer relationship management (CRM) is like trying to ride the Olympic mogul course at Sochi using a pair of skis designed for Yao Ming. Unless you’re 7’6”, those skis will not turn without a lot of effort. So you spend the run slamming into each mogul instead of turning your skis and absorbing the bumps.

Exit gracefully

There’s that moment on so many initial sales calls when it becomes clear that the prospect is not a prospect at all (at least not for the next quarter or two). No budget. No timeline for implementation. No need or perceived urgency.

A clean exit is needed — something that allows for moving on while also leaving the door open for future contact.

Turbulent Skies

“Please return to your seats and keep your seat belts fastened.”

It has been a long week. You’ve declared this a no-email flight and are just getting ready to start a movie. Suddenly, the “Fasten Seat Belt” light comes on with a ping. Although you’ve been in this situation many times before, it is still unsettling.

Creating Conversations That Matter

It’s frightening to admit it, but I’ve been writing about sales and the techniques companies use to improve sales performance for more than two decades now. It has always seemed somewhat ironic to me because sales is a job that I feel completely unsuited for.

Close a deal? You may as well ask me to draw up the blueprints for an office tower.

Snow Day Sales Strategies

WEATHER WARNING: Snow, ice, wind, rain, lightning, tornado advisory warnings until 5 p.m. tomorrow. This winter, every event, meeting, seminar, appointment and night class around the country has been at risk of being cancelled, closed or delayed due to weather. STAY IN YOUR HOMES!

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