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- Why Sales Reps Hate CRM.
- Why Sales Reps Hate CRM.Welcome back...Alf,The problem with your comments is that you're so determined to be contrary that you seldom bother to thoroughly read what you're commenting on.The remarks that I quoted in this post were a digression from the main thrust of the comment, which was answering the...
- Discussion threads 2008-03-13
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
- Fixing CRM (Pt. 1): Rename It.
- Last week, in the post "Why Sales Reps Hate CRM," I promised to fix CRM and make it into something useful. This is going to take a few posts, so bear with me. Product names are important. Companies spend millions of dollars trying to...
- Blog posts 2008-03-17
- Fixing CRM (Pt. 2): A Simple Process.
- CRM is worse than useless if your sales process is so complicated that nobody follows it. So the next step to fixing CRM is to have a sales process that makes sense and is extremely simple. As suggested by the poll in my recent post "Is...
- Blog posts 2008-03-18
- Technology Can Be Bad for Sales
- Technology Can Be Bad for SalesCRMWell, it sounds to me like you've got the right priorities. It's not that CRM is a bad idea in and of itself. But the potential for abuse is enormous. And a lot of time is wasted in most sales environments fiddling...
- Discussion threads 2007-06-11
- CRM Vendors Think You’re Stupid
- CRM Vendors Think You’re StupidCRM is a toolI agree with you 100% on this issue, Customer Relationship Software is a tool that a salesman can utilize. When you put that tool in the hands of a group of people, it does not mean everyone is going to achieve higher sales...
- Discussion threads 2007-04-05
- Is Sales Process Worth it?
- Is Sales Process Worth it?Every organization needs a baselineI've been on both sides as both a Rep and as a Principle/Manager of a Sales Consulting firm.On the positive side, the Reps especially less experienced ones or those new to the industry need to know what the general protocol is for...
- Discussion threads 2008-03-07
- How to Survive a "Prospecting Blitz"
- Every so often a sales manager gets the bright idea to do a prospecting blitz. He hands out a gargantuan list of sales leads and tells everyone to get callin'. Such activities, however, are usually a waste of time because so many of the leads turn out to be dead...
- Blog posts 2009-04-02
- Top 10 Dumb Lies Reps Tell Managers
- Contrary to what many people think, sometimes it's OK to lie to the boss. After all, your manager is lying to you about salaries, layoffs, office politics, etc.. Since that's the nature of the business world, you have the ethical right to lie in return if...
- Blog posts 2009-03-11
- Top 10 Dumb Lies Reps Tell Managers
- Contrary to what many people think, sometimes it's OK to lie to the boss. After all, your manager is lying to you about salaries, layoffs, office politics, etc.. Since that's the nature of the business world, you have the ethical right to lie in return if...
- Blog posts 2009-03-11
- Sales Managers: A Field Guide
- If you're going to have a successful sales career, you'll need to learn how to deal with various species of Sales Managers. To help you with this all important aspect of your job, I've collected a list of the most common varieties, along with sufficient information to identify which of...
- Blog posts 2009-04-08
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