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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.

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Consultative Sales Process
Blog
Niall

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

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Qualifying a prospect
Blog
Niall

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

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Value Proposition Canvas
Blog
Niall

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

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Sales Methodology
Blog
Niall

Sales Methodology

In my last blog I looked at Sales Processes. On reflection I thought that it was important to define how a sales process is different to

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Lead Definitions
Blog
Niall

Lead Definitions

What is a Lead? There are many different lead definitions available, I use the following as a basis of a lead within ProAptivity: “a qualified prospect

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Sales Process
Blog
Niall

Sales Process

This article considers how a formal sales process can make your work more effective, improve performance, and even help you close sales quicker. What is a

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Help to Grow Digital
Blog
Niall

Help to Grow Digital

Great news for businesses investing in CRM technologies. The UK Government has launched a ‘Help to Grow Digital scheme. This scheme will operate alongside the

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