Archive for Sales management
Sales Process? What sales Process?
Many of you know we are a computer consulting practice. We also do process improvement (on a small scale) and give advice on sales processes (again on a small scale). We do not in any way claim to be experts in selling. We are however pretty knowledgeable about what sales people will or will not […]
Using warm calls to keep in front of clients
This month we’re doing another of our Reese’s Southern Wisdom blog posts. The timing is actually perfect. August is a favorite month for travel, family vacations and just getting out of town. For people, that’s a good thing. For sales, not so much. With customers not picking up the phone to call for sales or services, […]
CRM is not rocket science
While working with a client recently I described the basic underlying strategy for a CRM (customer relationship management) process. He had chatted with several different companies and he remarked that he got paragraph after paragraph of descriptions. However, he said mine was the simplest and one that he felt he could repeat to his sales […]
Q2C – Quote to Cash – What it means for SMBs
Recently I posted a Youtube video about the integration of Act! and Quotewerks. I’m including a link to it below. After I sent out a Tweet about the video I got back quite a few interesting comments but one in particular inspired this blog post. This follower liked the video and said that the Act! […]
Quotewerks Tip of the Week – Exporting Quotes to Excel
We’re starting Quotewerks Tip of the Week blog posts and today’s is about a trick a lot of people may not realize exists. Quotewerks has so much power it’s easy to not know every single feature or nuance. A client wanted to be able to export Quotes to Excel so they could import them into […]
Maximizing your strengths and Strategizing your weaknesses
Today’s blog post is the first “official” entry for my Reese’s Southern Wisdom series. During my conversations with Reese he kept referring to maximizing his strengths and “strategizing” his weaknesses. This phrasing is a bit different than you will typically see when you research this concept. And that is on purpose for Reese. It’s classic […]
Reese’s Southern Wisdom
Several years ago I had the pleasure of meeting a new client who has also become a friend. His name is Reese Griffin. He is now retired, and was lastly a SVP at Boston Mutual Life. He’s a born and bred southerner from Tennessee. Reese came to us looking for Act consulting. He is […]
Set your CRM up for success
I’ve been working with a client recently and we’re getting ready to upgrade their Act! As part of the project, I asked my client what was their defined sales process. And I got the answer I was actually expecting. There was none. Most of the sales reps had been selling this product line for years. […]
Act! v19 is here
The all-new Act! v19 is now available and shipping. Here’s what’s included: 64-bit Office compatibility Work with the Microsoft® products you rely on every day, because Act! is now compatible with 64-bit editions of Microsoft Office 2016, 2013, and 2010. Modern, new Connections (included in Act! Premium v19 subscriptions) Stay connected to key Act! Premium […]
Analyzing CRM Data
Last week, during my 3rd Act! Deep Dive, I talked about finding “gems” of data in your database and then taking actions on them. It reminded me that I had written an article years ago about this topic. When I went and found it I realized it’s still relevant and I’ve resurrected for a blog post […]