contact management
Craig Klein Interviewed by Top Sales Experts
I had the honor of being interviewed by Maureen Blandford, of the Top Sales Experts, about the importance of contact management for sales people and what makes it work. Sales people tend to see a CRM or contact management system as an attempt by management to "micro-manage" them. Of course, it shouldn’t be that way [...]
Pour In The Jet Fuel – Part 5 of Double Your Sales in 2009
There are good leads and not so good leads. Many times, you instinctively know the difference. Other times, you’re completely surprised by the results. You spend a lot of money and time to generate these unpredictable results. The leads your sales team pursues is the fuel in your sales engine. Right now, you’re pouring all [...]
Set the Mustangs Free – Part 4 of Double Your Sales in 2009
How many sales management books have you read? I’m sure each of your sales reps has a couple of sales guru books that they keep on their desk. Have you invested in sales training for you team? A lot of time and money have gone into refining the skills of your sales team. But somehow, [...]
Your Pants Are Down and You Don’t Even Know It
Today’s Wall Street Journal includes an article entitled "Businesses Say Theft by Their Workers is Up", by Sarah Needleman. The theme of the article is that in "these tough economic times", more employees are padding their expense accounts, stealing office supplies, etc. Ms. Needleman quotes Bob Riordan, leader of labor and employment practice group Alston [...]
Hurricane Ike teaches us a few things – Thank You Plywood!
Wow! Do I feel lucky today! I’ve been a resident of Houston, Texas for 40 plus years and I have to say that Hurricane Ike was the worst I’ve ever been through personally. My family was extremely fortunate. No damage or injuries to speak of. Most of my SalesNexus colleagues came through fine too. A [...]
The Operative Word in “Customer Service”
… is SERVICE! In my last post I talked about how some of my competitors are hitting their customers with surprise charges after they’re signed up. When I say “service”, I mean it in the sense that you learned in Church – Giving to others without regard for your own interest. Yeah, I know, we’re [...]
Unpleasant Surprises – not a way to start a relationship
I have got to vent! I have been shocked at how many online contact management and CRM vendors are giving their customers the “bait and switch”! I’ve had the opportunity to work closely with a few customers recently who are currently using popular online or web based CRMs or contact management systems. You would be [...]
Make Sending Sales Letters and Marketing Pieces Easy
Okay, this is shameless self promotion but, I’m too excited to keep quiet about it! SalesNexus just released a new service called “Mail It For Me” within our web based contact management system that allows sales people to send sales letters and marketing collateral to propsects and clients with a push of a button. No [...]
Lead Nurturing 101
Brian Carroll’s B2B Lead Generation blog is a great resource. I read regularly. Today I noticed his recent post on Lead Nurturing techniques. Not sure what Brian’s strategy is but, he’s basically given away the keys to the store with this post! I know for sure that users of CRM and Contact Management Systems are [...]
Stonehenge Selling
Finally! Proof that you don’t need the latest and greatest technology to accomplish great things! You may think that’s an unwise statement given that I run a company that sells online contact management systems for small business sales teams… So, let me first say that SalesNexus does have some pretty cool and cutting edge technology. [...]
