crm

  • Is Technology Ruining or Driving Your Sales Efforts?

    • August 20, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are many applications which can help us find opportunities, connect with people, manage the sales process and pipeline, manage relationships, share information, and keep us organized.

    In addition to the applications, technology also comes in the form of smartphones, tablets, laptops, netbooks and desktop computers.

    There are plenty of good choices, both with the devices and the applications, so how do you choose?

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  • What It Really Means When CRM Isn’t a Sales Force Priority

    • February 15, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s rare when a company isn’t using something for CRM, even if it’s an old version of ACT. In most companies, it’s not whether they are using CRM, it’s which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.

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  • The $9 Million Cold Call – Do Salespeople Still Sell That Way?

    • October 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Finding new opportunities is more important than ever, but there are alternative methods so that calls are more productive, less frustrating and more effective.

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  • Enough Already with all the Sales 2.0 Talk!

    • August 24, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today, some experts are making a business out of writing about and teaching only Sales 2.0.  The thing is that Sales 2.0 is not a new way to sell but it is similar to email and fax.

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  • My Salespeople Won’t Use CRM

    • March 17, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, we discussed whether you can really get salespeople to change. I mentioned that the key rule was #9, Consequences, and that I would discuss consequences today.

    There are three primary ingredients to having Consequences.

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  • Are Sales Tools the Solution?

    • August 11, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When Sales tools are used properly, they become tremendous solutions, for example:

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