Category: Articles

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…

When the economy is hot – like it was for most of the mid-2000’s – the phone is ringing, RFQ’s are coming in, sales cycles are short, margins are high, sales targets are being exceeded and overall, sales people look to have…

For those of you (like me) that sell a solution that needs to be implemented, built or managed after the sale is made, it’s easy to fall into a trap.

While 99% of sales training manuals do all they can to avoid the “pricing” topic, in reality, for the vast majority of sales people, price is always a factor. So, rather than pretend it does not exit, let’s hit it head on.

What is your customer really buying? What keeps them coming back? What is going to make them refer people to you? What will decrease the importance of just price alone?

It is a technique for easily and quickly booking a meeting (face to face or by phone) with your audience when you are not in front of them, not talking with them or not everyone has their calendar.