CRM (=Customer Relation-ship Management) is an IT-enabled business strategy with the outcomes to optimize profitability, revenue and customer’ s satisfaction, loyalty and retention by organizing around customer segments, fostering customer-satisfying behaviors and implementing customer-centric processes. CRM is a business strategy and is more than just a functional strategy, which touches organization as a whole – Marketing, Sales, […]more→
Articles tagged with: Sales
The concept of lead generation is differing from company to company depending of the industry vertical. The lead generation program is a process based of 7 steps which are connected one to others. Each step should be developed effectively and efficiently, therefore, you need creative and competent people in order to increase your revenues and brand financial growth.
What is […]more→
Metric are a thermometer, a simple but powerful diagnostic tool. Every company, regardless the industry, needs to develop unique metrics, depending on what management expects marketing to deliver.
What should marketing be accountable for?
How can we set objectives for a metrics program that are viewed as fair and valid?
Can we measure how attitudes lead to […]
In the today fast-moving and information-oriented world it is strategic imperative for companies to be able to acquiring, processing, communicating, and applying new knowledge so that it can quickly introduce new solutions to customers.
How does Marketing organization become agile when applying information to real-time decision-making?
How can the marketing organization increase collaboration and […]
In the twenty-first century’s changing landscape, sales force training creates a competitive advantage in an otherwise commoditized marketplace. Sales force management is a process. For salespeople to be successful, they need training in product, competitor, customer knowledge, and sales skills. Therefore, they need a full support of the sales managers, who must […]more→
How Can Communities of Practice Improve Internal and External Communication?
Can communities of practice (COP) improve product development and speed to market?
Why is a corporate culture change necessary to make communities of practice effective?
Can communities of practice facilitate the organizational culture change necessary for rapid innovation?
The Communities of Practice (COP) for Consumer […]more→
In the today 21st century communities of best practices become more and more important for innovation companies like Microsoft, IBM, VMware, BMW, P&G, Unilever. This COP-Strategy becomes a driving force for open innovation and new product development.
How can communities of practice help spur open innovation?
How do communities of practice create an […]
What differs the successful salespeople from not successful it is their degree of commitment. Successful salespeople are committed over 100% to learn the science of selling. Sales is not a religion, but it is a way of life, it should not consume your life, but incorporated into your life.
If your are determined to get to the top in […]more→
All successful salespeople have following characteristics in common. In order to achieve high performance and reach the top-line of the business they should get these characteristics, independent of the cultural stand point.
Here are universal characteristics follow .
It should have set his goals in writing
It should have good self-discipline
It should have a high self-motivated
It should be more […]
The rhetorical questions help build a climate of agreement with your customer and encourage him to continue to express his or her thoughts, ideas, and feelings, and keep the flow of conversation going.
What are rhetorical questions? some example below:
Isn’t that the truth?
It sounds like we are in agreement, doesn’t it?
What do you think?
That’s a […]
The rephrasing or paraphrasing question is a must in every sales call. This questioning technique lets your customer know you are listening.
What are rephrasing questions?
You are confused? About what?
Does that mean this is a committee decision? Who is on the committee? What are their phone numbers?
This sounds very important! Can we cover it […]
Pro-and-con questions help you get an accurate picture of what your customer likes and dislikes about your product or service.
What are Pro-and-con questions? See some example below:
If you could get more of anything we offer, what would that be? Why? If you could get less of anything we offer, what would that be? […]more→
People’s opinions are their world. Always respect the opinions and beliefs of your customers.
In your opinion, does this suggestion make sense for your company? Why or why not?
In your opinion, is quality or price more important in making a purchase decision like this?
Is your mind completely made up? Can you tell me how you […]
This type of question is designed to reopen the customer’s mind and get prospect to see beyond the immediate obstacle as well provide prospect or customer a fresh perspective.
I could get you one year of free maintenance—would that shift the balance in our favor?
I can’t promise you this, but just suppose I could get you […]
What Is CRM?
Definition of CRM according to DestinationCRM.com, –“Customer Relationship Management, is a company-wide business strategy designed to reduce costs and increase profitability by solidifying customer satisfaction, loyalty, and advocacy”. True CRM brings together information from all data sources within an organization (and where appropriate, from outside the organization) to give one holistic view […]more→