Topic

sales knowledge management

A collection of 49 issues

What Makes A Good Proposal?

One of my clients is having an overhaul of how they present Proposals to prospects. They’re conscious that attempts at making production of such compelling sales collateral easy for reps have failed beforehand. A previous English regime spent many long hours creating a standard document, from which a 71-page

Proving Customer Delight

Here’s a tale from a successful small software house. They’ve around 200 customers, and operate on three continents. When making first appointments on the phone, conducting them in person, and responding after by mail, they like to use quotes their customers give them, saying how wonderful they are.

CRM Malaise Not Restricted To Reps

I am really made up that I’ve just hatched a new product idea, given the experiences from two of my customers recently. Both have around 20 sales people in the UK, strewn all over the place. One has Goldmine as their crm – the reps only use it when they

The Pawnbroker Approach

Been enjoying working with a fella called Mike Turner, who sounds like a bit of a guru on the evolution of sales support. He likes to draw joined up sales intel thinking as a pawnbroker’s logo, namely three circles in a triangle configuration. The first two are fairly commonplace,

Internal Sales Blogging

Here’s a subject gaining plenty of web postings at the moment. Marketing and Sales operations the world over are putting blogs online for their (often remote) colleagues to search out vital data and share experiences of the market place. My very latest customer I just found bought my services

Digitising Information

Someone sent me a link to a blog from August 04 that no longer seems to exist, extolling the virtues of sales team HQs starting up a blog. The idea is that anyone can add anything and make info flow better around the whole team. I don’t know from

Promoting & Spreading Best-Practice

Ever since reading a couple of days ago about ‘sales knowledge management’ being a key issue for sales team leaders (the foot of this post [http://salespodder.com/is-your-selling-changing/]), I’ve noted a couple of entertaining happenings about the drive to get best-practices spread across sales teams. At one label-printing

Is your 'selling' changing?

The age old question How To Get More Leads, has been the starting point for increased revenue drives for nearly 30 years, but times now must change. This is the message from a research paper by www.csoinsights.com [http://www.csoinsights.com] I got sent by a currently courting

Turn '10 Minutes of Fame' into Process

I’m often asked what other sales teams do to enliven sales meetings. Most follow a tried and trusted pattern; figures, roasting/champagne, admin, touch of training, marketing/production/operations update, specialist speaker. I visited a product-labelling business last week where it was one of the occasions I wondered how