Sales people can waste an enormous amount of time learning "closing techniques". Tactics such the "assumptive close", when the seller continues a conversation as if the buyer has already placed the order; asking a series of questions where "yes" is the only response, and then asking for the order in hope that the buyer will mechanically reply "yes"; presenting
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Yesterday in Funny Business I wrote about a mysterious advertising message. While that particular message might be a little too mysterious, the principle behind it is sound. Sometimes, the less said, the better.People are naturally curious. If you tell them too much too early, they won't have anything to be curious about. Bombarding prospects
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posted by Brad Shorr filed under CRM,
Interviews
Debra Kurtz, President of Kurtz Consulting Inc., recently shared her thoughts on CRM, a subject we've discussed a good bit. Debra works with companies of all sizes to develop growth strategies, and quite often CRM comes into play.What are the most important ways CRM help a small/midsize business?Contact management - keeping info on customers and prospects is the firststep.
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posted by Brad Shorr filed under CRM,
Interviews
To follow up to my recent post on CRM, I asked CRM consultant Tom Wieczorek a few questions about how CRM can help small and midsize businesses. Tom's company, Sales Automation Specialists, is located in St. Charles, Illinois. He works with several CRM packages, especially ACT!.Please tell me a little bit about your business.We're a firm that
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Like most of us, I've had my ups and downs buying cars. Recently, I had a wonderful experience at St. Charles Toyota. Along the way, my sales consultant, George Van Syckel, got to telling me about his dealership's incredible results generating sales online. I decided to interview George--who was recently promoted to oversee St. Charles Toyota's Internet
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posted by Brad Shorr filed under Interviews,
SEM
Whoast, Inc. is one of Chicagoland's leading search engine marketing firms. They work with B2B and B2C clients across a wide range of industries. The demand for their services is growing by leaps and bounds.I recently interviewed Whoast Vice President Ian Stevenson about SEM trends as they relate to small & medium companies. Here's what he had to say.It
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