Often times, many things get lumped into the bucket of CRM. For the purpose of this post, let’s define CRM in its most traditional sense: customer relationship management that gives managers great reporting on all of the customer touch points, links all of the departments together and gives amazing high level reporting. Without question, CRM has …
I have to admit, I don’t like the terms, and they conjure up images of days long past with smoke filled rooms and guys wearing bad plaid jackets saying, “How does that sound so far?” and “Can I put you down for two?” In part, that image is well earned and deserved. I can remember …
Telemarketing and Telemarketing Software – They Just Sound Bad. But… Are They? Read More »
As inside sales people we all love to hear ‘Yes.’ We call, we pitch, we charm and we educate; we overcome the objections and we sell. Great sales people have it in their DNA; they love the ‘Yes’ and hate the ‘No.’ I contend that getting beyond the hatred of the ‘No’ can not only …
The Power of ‘No’: An Inside Sales Person’s Hedge Against Failure Read More »
Have you ever watched an inside salesperson from a distance, trying to figure out who they should dial next in the absence of a defined strategy? It can actually prove to be entertaining. Often, they will stare at the record as if through osmosis they can discern the possible outcome. If they are running old-school, …
“Who Do I Call Next?” Inserting Logic and Routing Into Lead Management Read More »
There is lots of buzz these days around Inside Sales Software, and there should be. The space is as hot as it has ever been. Recent studies show that more and more companies are relying on their inside sales team to create added demand, to nurture prospects, and to drive additional revenue. In many cases, …
What are the “Enablers” for Inside Sales Teams We All Seem to be Talking About? Read More »
Several years back I wrote a paper entitled, “Want to make more sales? Make more sales calls.” The paper touted the old teaching that sales is a game of numbers, and doing more will get you more. The paper did well and has been downloaded thousands of time. Why? Probably in part because the message …
Sales – Is It Still a Game of Numbers? You Do the Math. Read More »
It’s important to evaluate what role cold calling, social media, and sales 2.0 have in your business. Each have their place, and each bring value.
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