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“I hate CRMs” said the administrator to Ellen Stein, the owner of ESO, a specialized consulting firm. John Rizzo, the administrator, had worked for Ellen for 7 years. “How can I possibly track my leads and stay organized?” asked Ellen. “I’ll keep everything...
As VP of Sales, how often do your salespeople contact assigned clients? How do you know? Touching clients and prospects on a consistent basis makes you more than a commodity, builds loyalty, and long-term profits. Client or Prospect Focus What percentage...
What percentage of your business comes from business referrals? What if business referrals were a larger percentage of sales? New business comes from multiple sources (i.e., clients, web, networking, and business referrers). Each source takes time, and some produce...
Whether you are the VP of Sales, Sales Manager, or Owner, you feel the pressure to: Meet sales targets. Build customer relationships and know buyer behavior patterns. Manage sales operations and processes. Communicating with sales reps, prospects, and clients creates...
Ellen Rhodes, VP of Sales for ResTech (RT), has 5 salespeople and installs residential audio, visual, and security systems. Three years ago, Ellen felt the pressure of her position: Meeting sales targets. Building customer relationships and knowing buyer behavior...
Alice Smith owns Hair Products Unlimited, an online retailer. She has lost customers to competitors and is struggling to solve this problem. Alice realized that; She had no customer nurturing process. She only communicated to customers when they purchased. She knew...
