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process

CRM for your sales force

Using affordable CRM for your sales force. It sometimes seems that there are as many CRM (Customer Relationship Management) systems as there are customers so in this blog post we will look at what is really needed from CRM and, in particular from a Sales Force Automation (SFA) system. Firstly, there are the large, hosted commercial systems that include: SalesLogix Salesforce Sage etc...
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Sales Funnel

Your sales funnel is more than just a fancy graphic. It may be a term you know, it may not, either way your sales funnel is a critical element in understanding how you currently perform and where you need to improve your process. Put simply, the sales funnel is a momentary snapshot of the number of enquiries you have tapering down to the number of closed deals. Hence the term 'funnel'. Let'...
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Sales coaching

Sales coaching should be considered vital to your business Almost every part of a business can be outsourced and many make a great-deal of sense. IT support is widely outsourced and cloud computing has made this even more common. Bookkeeping has long been outsourced, particularly by smaller companies. HR is now being outsourced as the HR laws become ever-more complex. One function that...
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Small Business Saturday

For today only... [ap_column_wrap] [ap_column span="3"]Small businesses make-up the life-blood of the UK economy and part of British culture. Many small businesses; however, have not seen the benefit of professional sales training and how something as simple as understanding how buyers buy can increase their sales dramatically. [/ap_column] [ap_column span="3"]  [/ap_column] [/ap_colum...
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Hunting, farming or fishing?

There is a tendency to lump sales people into one mould but this could not be farther from reality. Three modes of selling exist, Hunting, Farming and Fishing and the approaches for each are quite different: The Hunter will use lots of time and energy tracking-down sales prospects but nurturing the herd once found is alien. This is what most people see as a 'typical salesman' and they are oft...
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People like being sold to…

Yes, you read that correctly. Selling is not about hoodwinking the customer, getting one-over on them and good sales professionals understand this. When a trained sales professional is selling to a prospect the prospect is comfortable and at ease with the process. Remember, in any sale the prospect actually wants to buy the product/service. Take the stress and pressure away and it is generally an...
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