Make Informed Calls, Not Cold Calls

You are sitting at your desk making sales calls.   But now the computer is missing. A pile of 8 x 5 cards is stacked in front of you. Each card contains only a name, address and phone number.  Sliding your hand into your pocket for your cell phone, you find only lint. You’re moving into a land of both shadow and substance, of things and ideas. You’ve just crossed over….into the Twilight Zone.

I don’t think any of us want to go back to the times of index cards and no computers.  How successful would be today if all you had was a name and number on a piece of paper?  Luckily for you, those days are over.

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CRM WORKS

Fact:  SALES MANAGERS LOVE CRM

Fact: SALESPEOPLE HATE CRM SYSTEMS

Why is this?  Its because there is a disconnect between salesPEOPLE and sales managers.

Sales managers want to ensure their salespeople are working…while sales people, especially veteran sales people, want to do things their own way and not be micromanaged.

Can’t we all get along?

Here is the true fact, if the system is used correctly it is a benefit to both parties.

How can it be used effectively? (more…)

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