The majority of people in the sales force spend an average of no more than two hours out of their day actually selling. This fact is astonishing for two reasons. One, how do we as sales people manage to meet our goals. And two, why on earth are we in sales to begin with?
The [...]

Hunters don’t just wander through forests for the annual prized deer, they are careful not to leave traces of his existence along the deer path. Hunters are careful not to use any man made scent that will alert prey. Camouflage clothing hides them from their sight. He walks the trail slowly, deliberately, aware of all [...]

Hosted or on-demand solutions now offer a serious alternative to the complexities and risks associated with traditional CRM solutions. Consequently, more and more companies are discovering that hosted CRM solutions simplify the management of complex business processes resulting in low risk, low cost, rapid ROI and high value.

Here are four main reasons why more and [...]

In 1999, the idea of renting software over the Internet was dismissed by many in techdom as little more than a marketing ploy cooked up by Salesforce.com Chief Executive Marc Benioff. At the time, the outspoken exec was operating in the shadow of software giants Oracle and Microsoft and fighting to get his nascent company [...]

Many companies have spent hundreds of thousands of dollars and multiple years on CRM deployment projects, only to find they made a bad choice and must start over. Don’t let this happen to you. Make sure you calculate the true cost of the project, recognize the cost and time issues involved in ongoing customization, be [...]

The key factors that decide the appropriateness of a CRM deployment, whether on-site or hosted include the amount of integration required, customer processes, and the extent of operations required for a fruitful customer interaction.
An on-demand solution can be useful in scenarios where customer relationships are managed largely by the sales department which functions more [...]

Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a way to break this logjam.’ You feel just [...]

Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.

Referrals aren’t generated, they just happen, right? While many businesses believe this, it is a common marketing myth. Most businesses assume that referrals just happen by chance when someone tells another person about their experience with the products or services they’ve received. While word-of-mouth has always been an obscure concept and certainly unpredictable, new Internet [...]

Business is good, but you could still use a few more leads. Who couldn’t? Starting today, put your website to work generating solid leads that convert to solid sales.
The first step is to get those strong prospects to visit your website. There are a number of ways to do this. Join the forums and email [...]