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Search Marketing and Lead Management vs. Sales Prospecting

The old school sales prospecting approach to generating leads appears to be out of fashion, especially if you read about marketing and selling online.  Every blog and webinar you can find will tell you that investing in search marketing, a good website built for conversions and lead management systems are the future. 80% of businesses … Continue reading

The Death of a Stereotype of a Salesman

When’s the last time you thought of Willy Loman?  You know, the tragic figure in the Arthur Miller play, Death of a Salesman, that we all studied in grade school….?   For millions of American children, Willy was the first impression we had of a sales person.  I found a couple of character studies of … Continue reading

Should your sales people spend time on LinkedIn ?

If you run a business or manage a B2B sales team, then you’ve asked the question of yourself.  Maybe you have one or two sales people that like to spend time on various social media sites and tell you they’re “prospecting”. If you’ve managed sales people for any length of time, then your instincts will … Continue reading

Turn off your mind and turn on your Online CRM

Online CRM Can be Your Success Tool….   Yes, that’s right, my claim in this article is that your business management software or online CRM (Customer Relationship Management) can be the key to success in 2011! Seriously, where I’m coming from is that most people and certainly sales people have negative or self limiting thoughts … Continue reading

Parallel Universes – Has Everything Changed for Sellers?

It seems that I live simultaneously in two worlds…  As the CEO of an online CRM provider, I’ve made it my mission to stay on the bleeding edge of marketing and sales trends, techniques and best practices. I’ve blogged for a few years and written a few e-books on sales automation, sales management, web crm … Continue reading

What is a relational database management system and why is it important for your business? – Part 2

The following is Part 2 of  “What is a relational database management system and why is it important for your business?”. Read Part 1 Here. This is Part 2 of our article on how a relational database management system is a key ingredient for growing your business.  Yes, it’s true.  The following are 3 ways a … Continue reading

What is a relational database management system and why is it important for your business?

Relational database management system is defined as:   an electronic database comprising multiple files of related information, usually stored in tables of rows (records) and columns (fields), and allowing a link to be established between separate files that have a matching field, so that the two files can be queried simultaneously by the user.   … Continue reading

Is Your Business Ready for a Contact Management Software Solution? – Part 2

The following is Part 2 of    “Is Your Business Ready for a Contact Management Software Solution”.   Read Part 1 Here. Organizing prospect and customer information in contact management software is important.  Each individual sales person within your organization can be more effective and more productive by using contact software to organize their information. … Continue reading

Is your business ready for a contact software solution?

You may believe that you already have contact software working for you.  Do your sales people use Outlook to store customer and prospect information? Or, maybe some sales people use Outlook, some use their iPhones or other smartphones and then you have all paying customers in your accounting system.  If that’s close to reality for … Continue reading

Software CRM vs. Online CRM – The Pros and Cons – Part 2

The following is Part 2 of  “Software CRM vs. Online CRM – The Pros and Cons”.  Read  Part 1 here. Both software CRM and online CRM solutions offer a wide variety of features and capabilities unique to each individual vendor.  However, the economic and strategic trade-offs are similar for locally installed software CRMs versus hosted, … Continue reading

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