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- Stripping Down CRM to Pint-Size Simplicity
- Over the past decade, companies have spent untold millions on the promise of CRM that a single, shared view of the customer drives visibility into field operations and deeper customer relationships generating higher lifetime value. Yet acceptance of CRM systems by the front-line in the field - the sales reps...
- White papers
Additional Resources
- Why Sales Reps Hate CRM.
- I've yet to hear any sales professional say anything good about CRM. Every time I post about CRM (as in "Five Signs Your CRM System is Failing" and "CRM is Almost Dead"), the only salespeople willing to praise the technology are the ones selling CRM. A...
- Blog posts 2008-03-12
- Insignia Wins Ruling v. News America; Stage Set for Another Antitrust Trial in POP Biz
- Insignia Systems won a ruling in Minnesota federal court paving the way for a full-blown trial on its claims that News America Marketing engaged in unlawful monopoly tactics to deprive it of customers. The issues at stake are largely similar to those in a Michigan state court case in which...
- Blog posts 2009-10-01
- Pfizer District Sales Manager Guilty of Altering Off-Label Celebrex Documents
- Thomas Farina, a former district sales manager at Pfizer, was found guilty of obstruction of justice after he was found altering documents on his computer during a federal investigation of off-label sales of Bextra and Celebrex. He faces a possible 20 years in prison and a $250,000 fine. ...
- Blog posts 2009-03-19
- How To Know When to Close.
- In past posts, I've ragged on trick closes, and gotten serious guff from hucksters who depend on them. I'm still convinced that manipulative closing is a recipe for miserable customers and that instead it's smarter to set up the conditions for a natural, painless close. Here's how.Dr. Robert...
- Blog posts 2007-06-06
- Firms Tighten Up on Fund Sales
- Brokers are facing new procedures for mutual fund sales in the wake of scrutiny over breakpoints and share classes. "Trying to stay ahead of the compliance curve is difficult," said a Smith Barney broker. "The whole selection of fund classes is being scrutinized." Smith Barney has "a new...
- Research articles 2003-12-01
- Brochures are Total BS.
- Brochures are Total BS.Brochures the Way You Describe Them Are BS...But they aren't all necessarily wasteful. You touched on their real value at the end-- as reinforcement for the emotional sell. Mercedes did a brochure years ago for their E-series that had spreads with photographs and a word such as...
- Discussion threads 2007-12-18
- 3 Lousy Elevator Pitches Rewritten
- A couple of weeks ago, in the post "Why Your Elevator Pitch Stinks" I promised to rewrite some elevator pitches sent by readers. Here are three that struck me as being particularly in need of work: EXAMPLE #1 ORIGINAL: MindEdge is a...
- Blog posts 2008-12-18
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