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Things Hurricane Ike Taught Us

I couldn’t resist posting these funny quips from an anonymous house wife here in Houston.  Even for those across the country dealing with the damage Ike inflicted in Eastern states and of course, those in the Gulf Coast states that suffer hurricane regularly, this are priceless!  Enjoy!   Things Ike taught me   Coffee and … Continue reading

The most common reason sales are lost

Jonathan Farrington just posted an excellent article with some enlightening statistics about how often sales people fail to call on all of the individuals involved in the decision making process.   Bottom line – there are normally from 3 to 6 separate individuals involved in making a business purchasing decision.  Sales people normally call on … Continue reading

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 … Continue reading

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, … Continue reading

CRM 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 … Continue reading

Is your phone system helping or hurting?

We all spend a lot of time optimizing the way we market, obtain leads and manage them through our sales pipeline.  All too often, a seemingly small thing can create a bad impression and turn a river of sales opportunities into a trickling stream.   Todd Miechiels, a Web Marketing guru that I know and … Continue reading

OMG – Just shut up and sell!

You’ve heard the phrase “show up and throw up”, right?   If not, then you’re part of the problem!   Yesterday I was treated to one of the most egregious examples of nervous sales person babble I’ve ever experienced. Uhg. It was painful.   Too bad too… The service this guy was selling is something … Continue reading

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 prospects and clients with a push of a button.  No … Continue reading

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 … Continue reading

Customers lie to you and its your fault

I’ve been trained to expect customers to lie to me.  Luckily I don’t take it personally.  I know why they do it and I know how to avoid it or use it to my advantage.   I noticed this audio clip on Salesopedia and thought you all would enjoy it.   Customers lie to sales … Continue reading

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