Yes. As a matter of fact, an entire sales force can be too organized.
This is the danger of elaborate CRM systems. Too be sure, they are great tools, but since they are capable of keeping track of everything, there’s a terrible temptation to do just that.
Salespeople need to guard against creating data […]

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 […]

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 […]

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 […]

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 […]