Over the years, we’ve worked with literally thousands of companies considering a CRM system. Big companies, small companies, in-between companies. Some bought ours, some bought someone else’s, and some did nothing. It is this last group that this paper addresses. I recently polled an industry group of manufacturers who sold capital equipment and services to a narrow, B2B mar … [Read more...] about The CRM Debate Goes On: Do We Really Need It?
We’ve been researching and studying and analyzing the sales process and methodology for a long time. Back in 1999, our CRM was called MODE and consisted of three modules: FIND for marketing; TASC for sales; and CARE for after-sales support and service. TASC was an acronym for Territory, Account, Sales cycle, and Contact, and it incorporated the ASPEC technology, although it w … [Read more...] about The TASC Top 10 – Number 1 You have no idea how much time is left on the game clock.
From Wikipedia: In mathematics, an equation is an equality containing one or more variables. Solving the equation consists of determining which values of the variables make the equality true. Your sales equation might look like this: good price + right product + favorable terms + good relationship - competition = win. And like Wikipedia says, determining the values is what will … [Read more...] about The Other Side of the Selling Equation
Full disclosure: that title is deceptive. Intentionally so. It implies that I am going to show you some surefire ways to shorten your sales cycles and get to the win faster. Well, I am going to show you those surefire ways, but they won’t lead to a win. Shortening the sales cycle never does. First, we need to understand what the sales cycle is, and what it isn’t. Here’s what it … [Read more...] about 3 Ways To Shorten Your Sales Cycle
Remember maps? You could buy them at gas stations and unfold them and search out where you were and where you wanted to go. You could plot routes and make a plan and then try to refold it only to end up with some misshapen accordion of paper. It was all very manual and didn’t adapt well to change. And if you missed a turn, you had to try to figure out where you were now and c … [Read more...] about Optimizing Sales Opportunities: The GPS of Selling