This author recently received an automated text message regarding an upcoming process. Received the day before the scheduled process, the text described pre-process procedures (as if it was in the future) to be completed 72 hours beforehand. Customer Relationship Management (CRM) systems are ubiquitous. These automated systems remind customers of valid business relationships as well
This edition is taken from our forthcoming book tentatively titled, Techniques for Successfully Closing Deals in the 21st Century. New Year’s Resolutions We all make them and in many cases they are short lived, often falling by the wayside before March 31. So as we ponder what the new year will bring, most in
Not Again In 2018 we posted an opinion regarding social media driven sales ‘cold calling.’ As noted then, the comments went along the lines, “I reviewed your profile and I know I can help.” This unsolicited approach continues to be blown off by this and other pundits/potential customers as amateurish. Recently, the tactic has
Years ago, as part of a never-ending series of company reorganizations, a team of our change management consultants headed to the ‘field’ to interview users. Upon their return, they presented an extensive list of technology investments deemed necessary to remain competitive. Their list focused on technology and not business concerns. Wondering, I asked who they
Since it was first uttered in the early 1990s, the phrase “It’s the economy stupid” has been used and misused extensively. Let’s squander the lexicon one more time. The US ‘silly’ political season is well underway and forecast to last almost 13 more months—no telling what voodoo economics will emerge. Those of us with our
Customer Acquisition and Retention (CAR) are two of the most important activities of the Marketing and Sales strategies and should be KPIs for “C” suite occupants as well. One of the classic case studies of the battle over CAR is the so-called Cola Wars initiated between Coca Cola and Pepsi Cola in the 1970s. These
True Story! A couple of decades ago when I was the sales manager of a technology line of business that was part of a much larger organization, an excited young sales representative rushed into my office. He just had to tell me that he just rode up the elevator and an older gentleman wearing a
Over the past couple of weeks this writer has been part of several conversations regarding the value proposition of technology for established as well as startup companies and how to articulate it. This remains a tough subject and we have been addressing it over the years. However, there is an approach that is successful when
The challenge of building a Business Case for CAPEX investments with high intangible content, i.e., IoT, professional services and operational excellence, remains difficult. Many also argue that disruptive new business models are making the old ways irrelevant. Hence, we simply must make the investment to remain competitive. After all, everyone is doing it. A matter
It seems that the preferred CRM Cold Call script goes something like this, ”I’d love to jump on a call with you and learn more about your company. I am sure we can help.” Really? The roots of this approach may be from the “Sell me this pen” sales model whereby the sales representative queries
