Blog

  • Oct
    29

    Your Mother Was Right About Sharing: Collaboration Matters

    To pass the time in between meetings recently, I picked up a copy of Information Week. The title page text caught my eye: "SHARE! It might be the most important contribution IT can make to the business." Before I give you my take, I wanted to share the first couple of sentences of the main article, as I believe they're relevant: "As IT organizations change their focus from cost cutting to growth, one of the single best things they can do for their business is enable effective data sharing. The right data sharing can open new markets, win new customers, improve relationships with existing...

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  • Oct
    18

    A Client's Request: 'Save Me from Myself'

    Throughout my career, one of the most rewarding and engaging parts of my job has always been to spend time with clients, face-to-face, in the places where they work and, quite frankly, spend a good portion of their lives. I have always found that conversations conducted on their turf lead to richer, more honest discussions, which allows me to put their beliefs into the context of the environment around them. I've also found this to be a great opportunity for me to check my beliefs against the realities of the marketplace, as well as to continue my journey of learning about people and how...

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  • Aug
    15

    New Rules: Collaboration is for Closers

    The commercial culture for selling and acquiring products is changing, and with it many long-established rules for optimizing sales productivity. Under the old school of sales effectiveness, top performing sales people achieved results by cutting back on activities to focus only on the few critical actions that were essential for closing a sale. The goal was to find the shortest path to success, avoiding time-wasting entanglements with customers and colleagues. Here’s the problem: the shortest-path sales strategy only works if the sales person is the primary conduit for learning about...

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  • Jul
    17

    10 Red Flags Signifying your Company Needs CRM

    Editor's note: this is a follow-up post to Scott's previous blog titled, "Does Your Company Need A CRM?" Flags: 10. It takes newly hired sales reps 6-12 months to start experiencing success. 9. You have no way to segment your customers and prospects. 8. Spreadsheets are running the business. 7. Inordinate amount of emails updating the team on opportunities. 6. Deals are taking too long to close. 5. No organized way to store customer interactions and historical account information. 4. You can't find the data you need about your customer. 3. The business is asking for...

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  • Jul
    10

    Does Your Company Need A CRM?

    Let me start this blog off by sharing a quick story. I recently enjoyed lunch with the Vice President of Sales of a large distribution company. We were joined by a newly hired Sales Representative that had just been assigned to his territory. So, I asked my lunch mates how they managed all of their customers day-to-day. Boy did I receive interesting feedback--mainly, stories of struggle. The Rep chimed in and provided a list of items he didn't have. (Items you would expect from a lack of CRM). For example: I don't have any historical client information. I don't know who to call on...

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