Blog

Twitter update

Just a quick update on my progress with Twitter –   I’ve been tweeting for about 5 days now and it is kind of addicting.  It appears that the trick is to “follow” the right people.   As of this morning, I’m following 32 people and 13 are following me.  These people are from all … Continue reading

Getting Contact Management Implementation Right Takes a Bit of Time

You gotta love it when customers help you see your own business more clearly! I had an experience like that today. This customer, we’ll call her Nicky, just joined her company as Director of Sales. Prior to her arrival, there has been NO sales tracking, contact management, CRM or marketing to speak of. Nicky’s fought … Continue reading

Getting to Smile and Dial mode with Contact Management System

Getting to Smile and Dial mode with Contact Management System Contact Management System – My wife is one of the least organized people I know. That’s not a slam, its a fact. She and I are polar opposites in countless ways and we’ve decided that’s, of course, what keeps our relationship sizzling! I’ve tried to … Continue reading

Tweet Tweet

Alright!  Enough!  I’ve heard it over and over for the past year.  “You’ve got to Twitter!”   For those that don’t know already, Twitter.com is one of the hottest social media trends.  Basically, you put in short updates about what you’re doing throughout the day and your friends can “follow” you.  You can choose who … Continue reading

Its a whole new ball game KIDS!

We’ve all learned to sell by understanding the customer’s needs – asking questions and showing them the way to what they want or need… It has to be this way because the customer has the power. They can decide to buy or not to buy. It appears that a major change is underway in the … Continue reading

If you can’t measure it, you can’t manage it!

I know, you’ve heard it before. And yes, I know how difficult it is to truly measure your marketing and sales activities. That doesn’t change the fact that its true. You’re guessing if you can objectively analyze how leads flow through your marketing and sales machine. If you’re guessing, you’re going to be wrong a … Continue reading

Worth reading – sales and marketing sites around the web

In my reading over the last couple of days, I’ve run across a few articles that any sales and marketing professional should appreciate. Enjoy!   20 Questions to ask yourself to help tune in on your “True Calling” – http://www.thesimpledollar.com/2008/03/12/reflections-on-money-20-valuable-questions-to-ask-yourself/   A few tips on how to manage a conference call – http://www.salesteamtools.com/2008/03/06/bad-conference-call-etiquette/   Results … Continue reading

You Can’t Automate What You Don’t Understand

I’ve often said that business owners and sales managers that go looking for contact management and sales automation solutions for the first time are having a knee-jerk reaction to a fundamental sales problem. Somethings going wrong with sales – its not growing fast enough, large clients are leaving, they’re having trouble hiring and training new … Continue reading

When to say it’s “Over”

One of my favorite selling concepts is “Firing a Prospect”.   Its fun to teach newbies because its so counter-intuitive to them.  During a long day of “smiling and dialing” and getting your share of no’s, its nice to be the one saying NO sometimes.   Most importantly, it just works!  Prospects like being chased.  … Continue reading

Marketing Opportunities are Passing You By

With the release of “ACT and Outlook are Holding You Back“, I’ve had the opportunity to talk with lots of business owners struggling with their contact management system. There’s a common theme among them that has me scratching my head… Just about all of us know that the funnel works like this – •Marketing generates … Continue reading