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Where to Start? Too many sales people only think about their follow up best practices when they are actually following up. The most effective of sales people know that the best way to avoid a follow up from going cold, is by setting good expectations of what is to happen…

After a series of build committee meetings, customizations, development and testing, your implementation partner has delivered an awesome Salesforce instance that reflects your business process. Salesforce is launched with much fanfare. Management and executives are excited to see this technology investment pay off. Users are trained on how to use…

The Focus team is excited (and a bit sad) to announce that Darren Rabie, Founder & President of Focus, will be stepping away from the day-to-day duties with Focus in order to spend more time with his family, philanthropy and to pursue other opportunities. In his place, Steven Wright has…

You might turn to your parents or friends for advice on buying your first car. Your doctor can clear up any confusion about trying a new diet or fitness regime. When small and medium-sized business (SMB) owners start looking around for a customer relationship management (CRM) platform, on the other…

Situation ALMAG Aluminum is a leading manufacturer that designs, extrudes, fabricates, and finishes custom aluminum parts for a variety of industries. In 2007, ALMAG decided to implement Salesforce with the help of Focus. Focus completed an initial implementation including design, build, data migration, and training. Focus took the ongoing monthly…

Welcome to a multi-part series on how to succeed with CRM. By now, most of you reading this have or are using a CRM right now. It could be Salesforce.com, Microsoft CRM, Sugar, Zoho, Pipedrive, etc. My guess is that most of you are NOT getting the value you thought you would…

Heard of COJG – the Canadian Ontario Job Grant? The Canadian Government has invested training money that you may be eligible for. If you have ever wanted to provide your “client facing” team with quality professional development, take advantage of this opportunity. Training Topics Sales, Customer Service, Communication (any “customer…

Picture this: it’s 1am and you’re wide awake, so full of excitement about a new technology your company is implementing that you can’t sleep the night before the launch. You know the technology has the potential to transform your business. Yet when you present the new technology to the team,…

CRM From the Perspective of a Sales Person For a Sales Person, there are endless benefits for using a CRM.  So much so that every Sales Rep should be demanding their company provide them one. Let’s have a look: Everything in 1 Place: Between customers, prospects and one’s network, the…

Welcome to a multi-part series on how to succeed with CRM. By now, most of you reading this have or are using a CRM right now. It could be Salesforce.com, Microsoft CRM, Sugar, ACT, etc. My guess is that most of you are NOT getting the value you thought you would from…