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?
This article is dedicated to sales managers. We have discussed a lot about methods and tools that assist salespeople in their work, but how can we help managers? What is the important information they need to work effectively with the team? Contrary to the conventional wisdom found in many companies, when it comes to sales productivity indicators, less is more. That is, just a … [Read more...] about How to be Highly Effective in Sales Management
Imagine someone is buying a car simply based on the quality of the dashboard instrumentation. The speedometer is more accurate than an average car, there is a wonderful navigation system that provides the driver with details of their journey, and a number of additional instruments displaying the engine condition. All of this is nicely presented with an attractive design and … [Read more...] about Your CRM Solution – Great Dashboard and Poor Results
Change. It happens all the time, and sales cycles are no exception. Maybe even more often than in other professions, change happens. You’ve got a mix of personalities and factors. You’ve got a winner-takes-all process with dollars and careers on the line. There is competition, sometimes severe competition. There are others out there whose goal is to screw you over. They make pla … [Read more...] about Arm Yourself With A New Sales Strategy and Sales Tool: Change
Regular HUB readers will know that at SalesWays we are constantly looking to improve sales performance using technology - that’s been a mission of mine since my early career in sales and my first personal computer. This is referred to as “sales force automation” and I’ve never really liked the term. It sounds too military for me—I see images of rows of salespeople lined up in ba … [Read more...] about The Evolution of Computational Selling – What You Need To Know About Sales Automation