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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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2018 Sales trends

2018 is now upon us. If history repeats itself, 2018 will, like 2017, see major developments in the sales world. Here are our top 5 predictions

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Qualification Frameworks

There are multiple qualification frameworks that can assist sales in qualifying if an opportunity is worthwhile pursuing. In my last blog post I briefly looked

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Sales Qualification

One of the most important conversations salespeople have with their prospects is the discovery call. Either they’re a good fit for your offering and you

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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. Think

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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

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GDPR

What is GDPR? The General Data Protection Regulation (GDPR) is a new law. From 25th May 2018, any business operating in the EU (or handles

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Ideal Customer Profile

An Ideal Customer Profile should represent your sales ‘Sweet Spot’. Alternatively it should identify customers that have the best fit for your product or service.

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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

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A Moment of Truth

The concept of ‘A Moment of Truth’ remains as true today as it did when Jan Carlzon first implemented at Scandinavian Airlines (SAS Group) The

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Thinking

I recently had coffee with client that I have known for over 15 years. He has a very successful career, both as a Sales Leader

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