Often when speaking with clients, business owners and managers ask, Is my business too small for CRM? Research reveals that CRM is not optional for small businesses of any size, but fundamental if the wish to compete and grow in today’s marketplace. I have looked at similar questions recently including Why my business needs CRM …
In my last blog I looked at Sales Processes. On reflection I thought that it was important to define how a sales process is different to a Sales Methodology. Fundamentally a ‘Sales Process’ is the approach or map for how to perform a task in selling. The ‘Sales Methodology’ is the ‘how’ of selling as a …
What is a Lead? There are many different lead definitions available, I use the following as a basis of a lead within ProAptivity: “a qualified prospect that is starting to exhibit buying behaviour”. I look at this further in a recent article called ‘qualifying a prospect. Once we an agreed lead definition, there are other criteria …
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