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Small Business CRM Email Marketing

Email Marketing   It’s the 21st century and things like e-newsletters are expected by your customers. In addition, with limited staff available to maintain contact with prospective customers, a simple series of emails can help you stay engaged with leads, prospects and customers while preserving valuable sales time for the hottest and most valuable prospects … Continue reading

Small Business CRM Process Automation

Process Automation One of the scarcest resources in a small business is process. The paradox is that in a small business, with everyone wearing so many different hats, busy employees can easily lose track of next steps with a given customer or just get busy and forget to follow through for too long. Every small … Continue reading

Small Business CRM Document Automation

Document Automation   Regardless of your industry, you’ll need to communicate with customers. You’ll be sending emails, letters or both. Most small businesses don’t have dedicated administrative or clerical help so, reducing the time required to create common communications to send to customers is an investment in maximizing return on your key team members’ time. … Continue reading

CRM for Small Businesses

CRM for Small Businesses: 4 Keys  to Selecting a CRM Software CRM for small businesses is essential software for your sales team. Starting a small business comes with many challenges and chief among them is selecting the right mix of technologies to automate your business. A small business of 2011 and beyond must build a … Continue reading

The New Reality of Cold Calling and Your Small Business CRM

There has been a lot of talk in the past few years about the end of an era. “Cold Calling is Dead”, “Never Cold Call Again”,etc. Frank Rumbauskas and others have been very successful helping to show sales people how to prospect and generate leads without cold calling. The reason this type of advice is … Continue reading

Sales Influence Demands Sales Force Automation

I recently contributed a post on sales influence to the Sales Bloggers Union.  There’s a really interesting conversation going on there about sales influence.  Check it out here.   I got to thinking though… about how Influence is nice but, Trust is more lasting and more powerful.   In other words, its fine to be … Continue reading

Why Should a Sales CRM Include Email Marketing?

Many people, mostly Marketing people, wonder why you would want your sales team emailing targets, suspects, leads and clients. Why not? Sales people are the front line of our businesses and often are in touch with:   •stage in the sales process •reason they are engaging your company •temperature level of sales   I have … Continue reading

Are Sales Influencers Trusted?

There is a great discussion going on on the Sales Bloggers Union this month.   The topic is sales influence.  I was inspired by great posts by Kelley Robertson and Tibor Shanto to put my two cents in – “Influence is Not What It Used To Be.  Trust Is Where It’s At.”   I hope … Continue reading

The New Rules of Cold Calling in 2010 with Wendy Weiss

The Sales Mastery Institute is off to a strong start.  We’ve held our first two webinars:   •50 Minute Marketing MBA for Sales Executives •Can’t Miss Sales Machine – Turning Names into Orders   Recordings of both are available to SalesNexus subscribers online.   And now we’re stepping it up a notch!   On November … Continue reading

The New Reality of Cold Calling and Your Small Business CRM

There has been a lot of talk in the past few years about the end of an era. “Cold Calling is Dead”, “Never Cold Call Again”, etc. Frank Rumbauskas and others have been very successful helping to show sales people how to prospect and generate leads without cold calling.   The reason this type of … Continue reading

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