Clients by Zipcode – a Work Smarter not Harder tip

Once again I showed a tip to a sales rep that is so simple but so effective.  The application we are using is ACT, but this could be done with any CRM. We were going over his processes and were discussing how to make his sales calls more effective.  Lately, we are spending quite a […]

KPI’s – What do they mean to you?

In an interesting dialog last week, KPIs, or key performance indicators, were the topic but it occurred to me during the discussion that it meant different things to the participants on the call.  That inspried me to write this blog article. What do KPI’s mean? And what do they mean to you and your organization. […]

ROI – it’s not just about money

When you hear the term ROI, I am betting you are thinking money.  When I buy this stock, what will be my return.  If I invest in a business, will I get my money back. According to Wikipedia, ROI, or Return on Investment “is the concept of an investment of some resource yielding a benefit to the […]

Calling leads – when do you stop calling? It Depends.

Recently, I read a great article talking about calling prospects.  The main point of the article was that not all leads were equal – you needed to mix it up when reaching out to potential clients.   One of the questions people often ask is how many times should a prospect be called before you […]

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 […]

The Changing World of Sales

Last week, 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. That gave me the idea for […]