CSM, hey. Should it catch on? As the enlightened open up in a way that finally feels for good, let us pause and consider the impact the various distancings, border closures and restrictions generally wrought on those seeking relationships. The label situationship comes from the world of dating. When two
After noticing the dearth of genuine sales apps recently, I searched around on what the big boys offer. Pretty much every on-demand crm provider has an app to make their mark on your home screens. Even if most seem to act merely as a shortcut to bypass your one-time browser
I realised a flaw in crm systems today. For the cynics out there I guess there’ll hardly be a shock reaction to that statement, but there are salespeople that love their recording tools, so please bear with me. I was party to a conversation where a senior exec
I shared a buffet snack with three people at a business function recently held by an alma mater. The conversation landed upon what we each did for a living. Although I’d neither met nor heard of my co-diners before, we did of course share an undercurrent of history.
I was socialising with a team of new business salespeople when the conversation turned to use of their shiny new crm. Unsurprisingly most were unenamoured with it. When one described it as “a sales 2.0 sideshow”, debate began on what exactly the ‘two-point-oh’ part meant.
I often blog about one fundamental mistake both much sales management and practically all crm systems make. They fail to distinguish between activity and results. My experience is that when confronted with a choice, most sales management structures veer towards ‘activity’ as their primary driver. My firm view
I was pleased to find another sales tidbit in the eco-agenda book I referenced yesterday. In a well-argued demolishing of the unnecessarily fraught, ill-considered and mis-focused British Building Regulations, particularly in the context of failing to discourage dormitory towns and walkability, the following desire emerged: “we need to move
Surfing through the largely irrelevant sales section of the Entrepreneur site the other day served up one of the best one-liners I’d heard in a while; ‘people buy from people that understand them’ How do you test that your prospect feels this way? What can you
I had a meeting with a chap called Francois tasked with setting up a new division for a firm that, in his words, provide software and services around ‘incident and warranty management’. This past decade they grew, mainly by acquisition, from 70 to 700 people. They’ve
I downloaded a frustratingly sparse and primitive white paper the other day on ‘sales 2.0’ which, for all its banal pronouncements, did feature one juicy observation: “Cold calling, qualification, appointment setting, and customer service are important steps in sales, but they are not the best use