The Power of the CRM and Accurate Forecasting for Manufacturers
The late great screenwriter William Goldman, who penned classics like All the President’s Men and Butch Cassidy and the Sundance Kid, is perhaps remembered best for a line never uttered in one of his films. “Nobody knows anything,” he once said in describing how...
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How Standardized Sales Processes Can Help You Work Less and Close More
Explanations of how and why sports teams with less skilled players beat squads filled with stars can sometimes get a bit fanciful. No doubt, factors like good fortune, home court advantage, and sheer will and determination help explain why Cinderella squads sometimes...
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Customer Relationship Management (CRM) for Small Businesses
What’s considered a “small business”? According to the U.S. Small Business Administration (SBA), 99.9 percent of all companies in America are considered, "small businesses" (fewer than 500 employees). And their most recent statistics show there are over 30 million...
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Using the CRM in the Sales Process: 3 Tips
Think of your sales process as the standardized and repeatable blueprint that your entire sales team can follow to transform a lead into an actual customer. Different companies have their own sales processes tailored to their industries and their company’s strengths....
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Managing Relationships Proactively with Your CRM
A blog in The Wall Street Journal last year underscored the increasing importance of delivering an exceptional customer experience. In fact, the piece by Irving Wladawsky-Berger, who worked at IBM for nearly four decades and has also spent time as a strategic advisor...
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Should You Invest in Best-of-Breed or a Suite of Software?
There is a concept in psychology known as the paradox of choice. Popularized in a book by Barry Schwartz, the basic idea is that an overabundance of choices can make consumers more anxious and less certain of their purchase decisions. Schwartz argues that the almost...
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