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.



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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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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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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