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What Disney Teaches Us About Customer Service

What We Can Learn From Disney About Customer Service

February 8, 2017 | By

In the mid-1980s, I was a field engineer working for ABB/Combustion Engineering. One of our sales people was able to sell Disney a control system for their utilities that would replace their out of date technology. At the time, we were providing MOD30 single loop controllers. These controllers could be put on a network for communication with each other and…

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Mobile CRM

5 Benefits of Mobile CRM

December 7, 2016 | By

How often do you purposely leave your mobile phone behind when you leave your home or office? Rarely I bet. Sales professionals travel, meet with clients, attend events, and work remotely some or all of the time. They use multiple devices like cell phones and tablets to stay connected and conduct business when they’re not in the office. That’s why…

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Increase CRM Adoption Rates

How to Improve Your CRM Adoption Rate

July 27, 2016 | By

What’s been your biggest challenge in implementing your CRM system? I’ve asked that question hundreds of times over the years. Whether I’m talking to customers, prospects, or the salespeople I meet, “getting people to use the system” is the most common answer by far. No CRM application, regardless of price, features, or promise, will help you meet your business goals…

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Sales Leadership

Lessons in Sales Leadership

July 6, 2016 | By

Support your team One of the most valuable lessons I learned in leadership through my years as a Director of Sales for a large CCRC was this: My team didn’t work for me, I worked for them. I had a job because they needed a true leader, not just a manager. They needed someone to guide and support them in…

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CRM Metrics Worth Paying Attention To

6 Essential CRM Metrics

June 8, 2016 | By

It’s overwhelming. You’re up to your ears with all the data your CRM system collects. You have so many options for slicing and dicing your data you don’t know where to start. Here are six key CRM metrics that provide valuable insight into your business. Sales Calls Sales are the lifeblood of every business. Unless you have hordes of prospects…

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CRM Implementation Success

4 Keys to a Successful CRM Implementation

May 19, 2016 | By

4 Key Components of a Successful CRM Implementation CRM implementation projects have a notoriously high failure rate. But implementing a new CRM system doesn’t have to be painful. Focus on these 4 key elements to greatly improve your odds of success: Executive Support You need executive support before, during, and after your implementation. Having an executive champion demonstrates commitment and…

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Tips for Making a Good Sales Pitch

5 Tips for Delivering a Great Sales Pitch

April 15, 2016 | By

Not interested. That’s my reaction to most of the sales pitches and product demos I sit through. The most forgettable, uninspiring sales pitches usually go something like this: We are Whatever, Inc. We’ve been around forever We’ve been voted #1 We sell a great product Watch me fiddle around with our great product Our great product comes in many sizes…

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9 Signs You Need a CRM Solution

9 Signs You Need a CRM System

April 14, 2016 | By

Do I Need a CRM System? How do you know if you need a CRM system? It’s simple. If your business sells, markets, or services customers, you need CRM. No matter how big or how small your company is, the days of managing leads and customers with spreadsheets, saved emails, or folders stuffed with paper are over. Still not sure?…

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No Sales Process? Big Problem

No Sales Process? Big Problem!

March 9, 2016 | By

A clearly defined, repeatable sales process helps you produce accurate sales forecasts, nail your sales targets, and empowers your sales team to achieve new levels of success. A 2015 study conducted by Vantage Point Performance and the Sales Management Association revealed that companies with a formal sales process realized 18% higher revenue growth than companies without one. Yes, you can…

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CRM Customer Satisfaction

Customer Satisfaction Does Matter

November 30, 2015 | By

Despite its name, customer satisfaction measures more than simply how satisfied your consumer base is with your product. Although there are countless benefits to monitoring customer satisfaction, there are three concrete and demonstrable ways that it relates to your overall success. Stand Out From the Crowd! Unless you are the only company that offers what you do, there will always…

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