Contrasting 2 CRM Design Types: Enabling and Constraining Thinking about how the CRM system user creates relationship value In any CRM implementation project there can be many administrative processes requiring different amounts of data and having different levels of complexity. Choosing the right CRM type that helps staff create the relationships and relatedness that is required…
How CRM Supports Critical Levels of Relatedness Do you like the people who sell to you? What can you learn about selling by thinking about your feelings of being at the receiving end of the sales process? Why are some sales people less successful than others? They create customer relationships that should lead to a sale, but…
Why are some sales people less successful than others? They create customer relationships that should lead to a sale, but it doesn’t. Does CRM make a difference? What can they learn from successful sales people? In my youth, shortly after beginning my career in business (which was a long time ago), I got to talking with a…
Interesting question from Mike Muhney on Linkedin: What do you do when your top salesman refuses to use your CRM system? Here’s another: What do you do when the top sales person suggests that as the guy/girl who keeps the company alive, he/she should become Director/VP Sales? Should he/she be given a share in the…
Intellect’s business Development Forum features a half day seminar organised by JI-MC’s David Jefferson. Sessions included David’s most recent insights into the problems and solutions to creating and managing a scalable selling resource. David shared his view that the business to business sales force is increasingly dependent on its committment to sales process. The gifted…
