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.
The common way for sales teams to get automated is through a CRM system. Early adopters of CRM have managed to iron out the flaws and have settled down to life with CRM doing a pretty good job of assisting with customer experience—making it as good as you can. Salespeople and sales managers use the CRM system. If the CRM is implemented correctly, they have to. Sales, however, i … [Read more...] about 20 Reasons to Share Your Sales Process With Your ComputerReason No. 3 – Singing from the same page.
You can’t get lists out of your life - we depend on them. Before writing this I did a bit of research on the history of lists. Belle Beth Cooper in her wonderful article on lists says, “We pack all the madness and ambiguity of life into a structured form of writing. In short, making lists is a great way to increase our overall happiness and feel less overwhelmed.” Beth’s was th … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No. 2 – Because It’s the Best List Manager on the Planet!
Well right off the bat, computers are cool. Every salesperson has one in some form or another. The choice is not limited to laptops or desktops—might as well include smartphones, tablets, phablets, ultrabooks, chromebooks and, of course, pads and pods. And now there’s wearable computing—soon salespeople will be looking through Google Glass, and reading their schedule on their iW … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No 1 – Because It’s Cool