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Consultative Sales Process
The Consultative Sales Process is an investigative approach to sales. Rather than telling prospects what they need, you ask prospects thought-provoking questions that help them
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Our expert business blog offers insight into CRM Software trends and best practices. Browse our articles for quick reads, advice, and guidance on all matters CRM.
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Value Drivers for implementing CRM
Customer relationship management (CRM) remains a huge investment for any organisation. Critical to its success is a clear understanding of the value drivers for implementing
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Thinking
‘Thinking is the hardest work there is, which is probably the reason, so few engage in it’. One of Henry Fords greatest quotes. Thomas Edison
A Moment of Truth
The concept of ‘A Moment of Truth’ remains as true today as it did when Jan Carlzon first implemented at Scandinavian Airlines (SAS Group) in
So Many CRM’s
With so many CRM’s in the marketplace how do you whittle your important purchase down to make sure you find the right one? You know
Objections
We get it. Objections are tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s
The Perfect Pipeline
The perfect pipeline is hard to achieve. A sales pipeline helps you understand your sales process, increase your sales and make you confident about your
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What is happening at the top of the funnel?
Top of the Funnel data should be concrete and reliable. It should be filled with well qualified opportunities that will enable future sales success. Unfortunately,
Negotiation
As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple
The true cost of employing a sales rep.
As the budget year goes on, organizations look for ways to reduce costs, analyse headcount, and optimize results and resources. With this in mind, what
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A Trusted Advisor
In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Trusted
8 Ways to Strengthen Your Sales Pipeline
I’ve listed below 8 ways to Strengthen Your Sales Pipeline, and help you better position your team to make the number. Your sales pipeline maybe
