Teaching Salespeople Empathy – Listening and Understanding Skills

Teaching Salespeople Empathy – We’ve all heard plenty about the importance of listening skills in selling.  Unfortunately, I think many sales trainers and salespeople misunderstand the intention and end up teaching and learning to be quiet and let the customer talk, without learning to really understand the customer.  If our focus is to truly help … Continue reading

Major SalesNexus Upgrade June 2016 Release

SalesNexus will release a completely new design with enhanced features in June 2016. The user interface has been updated and modernized to be easier for new users to learn and use quickly and to provide more full featured controls on tablets. In addition, the release includes powerful new features: Automated Campaign Triggering – clicks on emails … Continue reading

Open the Black Box of Sales While You Can

Black Box of Sales

Sales Black Box – Open the Black Box of Sales – Imagine that your market is in a serious downturn… You have to make changes.  Like most leaders, cutting personnel is the last resort.  Your squeezing every drop of savings out of your operations, cutting back on travel, perks, overhead, etc. But in the end, … Continue reading

Incentivize Sales to Use the CRM

Incentives for Sales to use CRM

We’ve all heard that 50% of CRM implementations fail.  And the #1 reason for failure is that the sales team won’t use the CRM.  Click here for a review of studies and statistics on CRM failure. On the bright side, 50% of CRM implementations succeed too!  To ensure your CRM implementation ends up in the … Continue reading Email vs SalesNexus Email

Salesforce Email Archival Limits

CRM solutions all have various features related to sending and managing email.  But there are significant differences in the specifics of how solutions accomplish these things. The following is a comparison of limitations and capabilities related to email for and SalesNexus.  We’ll break it down based on outbound, template based, “email marketing” features and … Continue reading

Uber-ized Sales or Model T Sales?

AA-ISP San Francisco

We had the opportunity to attend the recent AA-ISP event in San Francisco on February 18, 2016. As always, Bob Perkins, Larry Reeves and the entire team at AA-ISP (American Association of Inside Sales Professionals) put together a power packed event. The day was full of cutting edge thinking in selling.  The slides from all … Continue reading

Buyer Engagement: Breakingdown the Buying Cycle

Buying Cycle

There’s a lot out there about the Buyer Engagement Cycle or the Buying Cycle.  For B2B sales teams, it’s important to break the process down into finer detail than most marketing folks typically do.   The common Buying Cycle goes like this: Awareness, Interest, Consideration/Trial, Purchase, Support, Loyalty, Advocacy A crucial aspect of this cycle … Continue reading

Sales Accountability, Do or Die?

Sales Accountability

Inmates running the asylum? Salespeople doing what they do with no real accountability? Salespeople are great at telling stories and that is precisely what makes them challenging to manage.  “What did you do today?”, asks the manager.  “I met with 5 awesome prospects today.  One is big enough to make my quote for the year!”, … Continue reading

CRM Contact Limits

CRM Contact Limitations

What goes in your CRM?  Contacts!  Customer’s names. Did you know that CRMs like, Zoho, Hubspot and Infusionsoft all limit the number of contacts you can store in their systems? These limitations may not be a problem if you’re a local business or you’re focused on a very specific niche.  However, it’s easy to … Continue reading

Should CRM talk to ERP?

CRM ERP Integration

Does your ERP talk to your CRM? First, ERP stands for enterprise resource planning.  It can be used to refer to accounting systems and also solutions that manage inventory, product pricing and shipping.   Popular ERPs include Sage 50 (formerly Peachtree Accounting), Microsoft NAV, Epicor Vista and Viewpoint Vista.  Of course, many small businesses use QuickBooks … Continue reading