With more and more organizations realizing the importance of implementing a coherent and consistent Customer relationship Management (CRM) program and with vendors providing them with newer and innovative tools that solve their needs, the adoption and practice of CRM is seeing an explosive growth today. However, there is a lot

In the last post, we took a look at three reasons why salespeople fail. In this post, we’ll look at some more. Lack of answers: There are some salespeople, especially newbies, who give up at the drop of a hat. They don’t have a proper system to deal with the

Everyone loves data. After all, it is what we have to go by and what we base our decision making on. Whether the objective is to understand the response to our recently launched product or our employee satisfaction level, we need to analyze data and lots of it. In our

Selling is not the easiest job in the world. With quarterly and yearly targets on one side and unresponsive customers on the other, the phrase, ‘between a rock and a hard place’ could very well accurately describe a salesperson’s position. Apart from a great work ethic, salespeople need to possess

Ask any business about customers or customer support and you’ll hear them say, almost by rote, of course, all our customers are equally important, and our customer support division is working flat out just to make sure that they are always happy. But how often is this the truth? How

A sales funnel is a metaphorical description of the steps or the approach taken by the sales team of a company to sell their product or service. It starts with the preliminary contact and ends, hopefully, with a sale. The sales funnel acts as a visual representation of the lead