I’m All About Creating Effective Business & Social Relationships
Everybody Sells!
Leveraging Your Entire Organization!
Selling is not often seen as a profession by most, much less that salespeople are truly professionals. This is not necessarily an unfounded view of course. The question is, though, that if that is true in your company why are you allowing it to be so? Further, if your [...]
Perhaps more than anything else elaborated on in the process of Getting to Priceless, whereby fundamentally your customers find true delight in dealing with and thereby staying a loyal customer of your firm, is the concept that “Everybody Sells” in your organization. Clearly, salespeople sell, but in reality everybody in your organization sells. As simple [...]
Well, gotta wonder if THAT headline got your attention! No, this is no joke, and yes, without a key element portrayed in the headline there will continue to be perversions (failures) of CRM implementations that still hover around 50%. Bare, oops, I mean bear, with me as I attempt to paint the picture here.
I recently [...]
Is this about to be the end of an era? An era never settled, surely never fully realized, and now on the precipice of possible irrevocable uselessness to salespeople? Yes, I am talking about CRM. Not that there hasn’t been much said about it over these last 15 years or so of its’ existence following [...]
Okay, let’s simply start out by admitting that CRM is complex, and becomes more so the greater the size of the enterprise. To the many entities who have been or are involved in the realm of CRM, don’t take a sigh of relief just yet that you have been, or can be, exonerated because of [...]
If you are in sales, then this article is not for you. And by the way, I’m with you in that excluded group. Yet, this is about sales. Confusion on my part? Hardly. Let’s just identify ourselves as the 12% team that wished we were the battle-chargers of the 100% team, more potent and insurmountable [...]
As Co-Inventor of ACT!, the product that created the category of Contact Managers and that is attributed with being the catalyst that created the CRM industry, I take a closer (translate - more practical and “Useful Use”) view toward changing technologies and how they relate to furthering effective business relationships. In fact, it is what [...]
As the Co-Inventor of ACT!, which is attributed with being the catalyst creating the CRM industry and still to this day co-existing beside it, I have a truly unique perspective of using software designed to create more effective business relationships that began with ACT!’s release in April, 1987. Beginning with that birth of the whole [...]
It almost doesn’t matter where you go today to “learn” or get “trained” on sales, for what seems to be the continuing focus to the eager student is more of the same. Current fads and/or themes of “hynotic” selling techniques, or the top 100 sales tactics to achieve success, or webinars conducted to persuade you [...]
Spending nearly my entire career in the software world, not much has changed over these many years as it relates to obtaining software. I know, I know, Salesforce.com ushered in the whole “Software as a Service” model a few years back, which I applaud, but they like everyone else it seems still offer only long-term [...]
Chances are, you are one of four people listed below in your company. In fact, you might be all four. Whether you are or aren’t though you definitely know these other 4 as they most assuredly exist within and throughout your organization. In isolation they each may not do any, or much, harm to the [...]
I was stunned by a recent article that reported the findings that were to be published in the New England Journal of Medicine by a Harvard Medical Researcher which concluded that in the U.S. alone, and more specifically strictly operating rooms alone, that $15b to $25b (that’s right - billion!) could be saved annually. How, you [...]
I have often asked people when speaking around the world “who can name for me your most important asset?” As you can imagine I get a host of answers, but they are always wrong, always the predictable ones. My degree, my experience, my skill set, my knowledge, etc. Continuing on the theme of Getting To [...]
In all my years of speaking to audiences around the world invariably focusing on the principles of the “How To’s” of developing more effective business relationships, I have yet to encounter anyone who has instinctively understood the “other side” of their customers and prospects. What do I mean?
In today’s business environment, where perhaps there is less [...]
