Niall

Why CRM is critical to SME’s.

Today’s small to medium businesses, (SMEs) face continuing challenges. These challenges include winning more business, shortening the buying cycle, providing quality products and services at competitive market rates, and keeping cash flowing. To do this, management and owners need visibility of all areas of their business like never before. This is why CRM is critical …

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Holden’s Model Knowledge

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency and the Holden’s Model Intent Holden’s Model Focus, Holden’s Model Relationship and Holden’s Model Value The fifth dimension and final dimension within Holden’s Four Stages of Sales Proficiency is Holden’s Model Knowledge. Stage I Emerging Sellers spend most of their time amassing large quantities of data, which consist …

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Holden’s Model Value

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency, Holden’s Model Intent, Holden’s Model Focus and Holden’s Model Relationship. The fourth dimension within Holden’s Four Stages of Sales Proficiency is Holden’s Model Value. The fourth behaviour centres on value. Customers see Stage I Emerging Sellers as individuals who provide product options and information. As …

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Holden’s Model Relationship

In previous blogs, we  have examined Holden’s Four Stages of Sales Proficiency, Holden’s Model Intent and Holden’s Model Focus. The third dimension within Holden’s Four Stages of Sales Proficiency is Holden’s Model Relationship For the Stage I Emerging Seller, the word relationship is a misnomer. |The tendency is to focus on product renders interaction with the customer casual …

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