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.



Prospects typically use objections when we (sales people) fail to convey the Value Proposition effectively. That is, that value the customer will receive from buying

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Consultative Sales Process

A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship.

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Trusted Advisor

Organisations that outperform their competitors are simply better at attracting and retaining “A-Players.” These A-Players have the capability to identify the key business outcomes that the buyer

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Lead Management

CRM lead management applications are used primarily by B2B organizations in industries such as web design, digital media, high technology, business services and manufacturing, and

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Unhappy Customers

Research indicates that it costs 4 times more to find a new customer than to retain an existing customers. How do you really know if

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Achieving Revenue Growth

CEB published research in 2011 indicated that 57% of the buyer’s journey is completed before a sales person is actively involved. Today, the trend has

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Retaining great sales talent

Finding great sales talent isn’t hard. The real challenge is retaining great sales talent. Assuming you have a good company culture, you’re respected in your

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Measuring Sales Performance

It is imperative that we measure all aspects of sales and more importantly, our sales people’s performance so they can truly understand their job, and

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