Blog
So Many CRM’s
With so many CRM’s in the marketplace how do you whittle your important purchase down to make sure you find the right one? You know
Niall
October 13, 2021
Blog
Our expert business blog offers insight into CRM Software trends and best practices. Browse our articles for quick reads, advice, and guidance on all matters CRM.
Archives
Blog
Objections
We get it. Objections are tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s
Niall
October 11, 2021
Blog
What is happening at the top of the funnel?
Top of the Funnel data should be concrete and reliable. It should be filled with well qualified opportunities that will enable future sales success. Unfortunately,
Niall
September 27, 2021
Blog
Negotiation
As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple
Niall
September 13, 2021
Blog
A Trusted Advisor
In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Trusted
Niall
August 30, 2021
Blog
SPIN Selling
If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework
Niall
August 16, 2021
Blog
Win / Loss Analysis
No matter how good you are, there are always ways to get better, and ways to continue boosting that winning percentage until you’re finally crowned
Niall
August 3, 2021
Blog
Managing Sales Performance
In a recent post I looked at a number of sales metrics used in managing sales performance. With some many indicators available, which are the
Niall
June 28, 2021
Blog
Consultative Selling
“Consultative selling is an approach that focuses on creating value and building trust with a prospect. It focuses on exploring their needs before offering a
Niall
June 14, 2021
Blog
Qualifying a prospect
One of the most important skills in a salesman’s toolkit is their ability in successfully qualifying a prospect. This qualification determines how likely the prospect
Niall
May 31, 2021
Blog
Ideal Customer Profile
Quantity versus quality. Have you ever onboarded a customer only to wished that you’d never closed that sale? This is what happens when you sell
Niall
May 17, 2021
Blog
Value Proposition
Prospects typically use objections when we (salespeople) fail to convey the Value Proposition effectively. That is, the value the customer receives when buying a product
Niall
May 4, 2021
