Archive for Sales

Tenacity – the art of sticking to your guns.

Tenacity. What a great word. According to Webster, it means “the quality or state of being tenacious.” And Tenacious means, according to Webster, yet again, this: a : not easily pulled apart b : tending to adhere or cling especially to another substance c : persistent in maintaining, adhering to, or seeking something valued or […]

Any news or Is this dead? Subject lines to get a response

Recently two of my staff were having a discussion about ways to get people to let us know if a quote was still a go.  One of my people came from an organization that was very aggressive in their sales techniques.  He wasn’t really fond of that aggression nor are aggressive tactics our style, but he remembered […]

The changing world of Sales and Marketing

A few months ago I had a great lunch with a friend here in town who owns a marketing firm that has a particular emphasis on social media.  One of the things we discussed is the changing face of marketing.   What is also changing is the role of sales and salespeople. My company is really starting to […]

Staying nimble when business changes

Back in 2009 I wrote a blog article about staying nimble in a bleak economy.  It is sad to note that we are still in that environment.  That made me think it was time to revisit this post and see what had changed.  Interestingly, not much.  I’ve added a few new items, but here is […]

Finding and keeping Clients

Boy, times are tough.  Companies are hurting and I’ve been working with a lot of clients recently who are looking for creative ways to find new or keep existing clients.  These clients all have customer databases and are trying to figure out ways to mine the data and go after any low hanging fruit.  They […]

Using SQL commands in Excel – Drilling down into ACT data

Today’s blog is about using SQL commands directly in Excel.  I am going after data in Sage ACT, but you can use the same technique to go after a wide variety of data sources that are SQL based. First off, open Excel.  I am showing you screen shots from Excel 2010.  You want to click […]

Time to ACT!

Several years ago I wrote this blog article and after working with a client recently I figured it was time to post it again.  We went over exactly what was in the post and I thought that would be great to blog about. And I went, duh, I already did. Here it is. Time to […]

Mining Sage ACT eMarketing Data

I love Sage ACT’s eMarketing feature.  It is a plugin that allows me to use the Swiftpage email blast and survey service. I can send out mass emails and ensure that none get delivered to people who have opted out of my emails AND (this is the good part) know that they have indeed received, […]

Ask the 5 W’s when deciding on a CRM

When thinking about the right CRM ask the 5 “w’s” questions: Where are you going to use it, Why are you using it, When will you use it, What will you write about and Who is your audience. 1. Where – if you are selling GPS equipment to combine owners and you are outstanding in […]

Not seeing the forest for the trees

Everyone we talk to recently is still lamenting about how bad the economy is and how hard they are struggling to get in new business.  We are in the same boat.  So, it is important to us to do everything we can to get in new leads and quickly react to them.  In addition, we […]

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