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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
- Be a Consultant = Lose the Sale, Pt. 2
- In yesterday's post, I explained that it's the kiss of death if customers see you as a CONSULTANT. Instead, you need to be seen as a MANAGER. To make this point clear, here's a classic example: IBM. Back in the '70s and early '80s, IBM comprised...
- Blog posts 2007-10-24
- Politicians as Sales Reps
- Politicians as Sales RepsRE: Politicians as Sales RepsArnold Schwarzenegger,made his own opportunities,would be my choice of top sales person - The winner.Rudy Gulliani, was presented with a very difficult situation and performed admirably - a "keeper."Bill Clinton - Lied. Fired.Which politician makes the best salesmanBill Clinton of course. ...
- Discussion threads 2007-09-21
- A BBB SEES BIGGER BUSINESS
- The Better Business Bureau of Metropolitan Houston is a nonprofit organization funded by dues from its member businesses. However, its own formula for managing lead processing and membership-list development needed restructuring. Sales reps contacted busiThe Better Business Bureau of Metropolitan Houston is a nonprofit organization funded by dues from its...
- Research articles 2006-05-01
- Blame the CEOs not the Sales Reps!
- Blame the CEOs not the Sales Reps!RE: Blame the CEOs not the Sales Reps!Maybe if Angelo Mozilo had spent less time in the tanning bed and more time in managing Countrywide ethically, he wouldn't need to squirm in front of a Congressional panel. Kanjorski deserves an award for pinning...
- Discussion threads 2008-09-23
- A Chief Marketing Officer Who
- A Chief Marketing Officer WhoRE: A Chief Marketing Officer Who "Gets It"I agree. WAY too many blowhards out there in marketing who couldn't "strategize" themselves out of a paper bag. It's about getting the leads and stoking the sales fire ... not about this strategic hubris that passes...
- Discussion threads 2008-10-09
- Is Facebook Good for Sales Reps?
- Is Facebook Good for Sales Reps?RE: Is Facebook Good for Sales Reps?Wow... uhh... just... wow...
- Discussion threads 2008-10-29
- Cable marketers get down to basics: ops go door-to-door and use other techniques to lure new customers.
- After years of attempting to enchant Wall Street by driving growth in high-speed Internet and other new businesses, some MSOs are shifting more resources to market their core business-video programming. Operators are dispatching door-to-door s After years of attempting...
- Research articles 2005-07-25
- CTAM pushes quality, Malcolm Baldrige-Style. (Cable Television Administration & Marketing Society; Malcom Baldrige National Quality Award)
- You say your CSRs answer the phones before they even ring and that the NCTA customer service standards are for spineless sissies. But do you have the right stuff for a Malcolm Baldrige National Quality Award? ...
- Research articles 1991-07-22
Additional Resources
- Should Sales Reps Start a Union?
- Most sales pundits seem to believe that sales should be a profession. I'm wondering, though, whether it might not make more sense for sales reps to start a union. Not a union in the "look for the union label" way. Maybe something more like the Screen Actors Guild or the...
- Blog posts 2009-07-22
- Stop Blaming Sales Reps for the Crash!
- Stop Blaming Sales Reps for the Crash!RE: Stop Blaming Sales Reps for the Crash!"...There were plenty of underlings warning top management that bad loans being written and that it didn’t make any business sense... My statement that the sales SHOULD be running the company is thus completely consistent with the...
- Discussion threads 2008-09-24
- Top 10 Reasons Marketeers Roll Their Eyes at Sales Reps
- Last week's post "Top 10 Reasons Sales Hates Marketing" produced a detailed comment titled "Top 10 Reasons Marketing Rolls Their Eyes at Sales."Â In attempting to tell the other side of the story, that comment was a perfect example of how screwed up thinking can get inside some Marketing groups....
- Blog posts 2009-09-22
- 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
- Top 10 Dumb Mistakes Sales Reps Make
- Sales mistakes may be inevitable but they're not unavoidable. To eliminate them, and sell at the highest level possible, you must: Identify the mistakes you're making. Understand why you're making them. Visualize the consequence of repeating them. Know how to avoid them in the...
- Blog posts 2009-07-21
- Blame Sales Reps for the Meltdown?!?
- Blame Sales Reps for the Meltdown?!?RE: Blame Sales Reps for the Meltdown?!?I'm a sales professional, although not in the financial services space, I disagree with your position...slightly.1. The CEOs knew that their companies were selling high risk loans. They have huge risk management departments to analyze this. They were greedy...
- Discussion threads 2008-09-20
- Blame Sales Reps for the Meltdown?!?
- A couple of days ago, I posted about the financial crisis in "Who's to Blame for the Crash of 2008". In that post, I identified three culprits: irresponsible/overpaid CEOs, the republican deregulation ideology, and an overly gullible mainstream business press. Somewhat to my surprise, I received...
- Blog posts 2008-09-19
- Top 10 Lies Customers Tell Sales Reps
- Let's face it: customers sometimes lie. What's difficult is that, as a salesperson, your options are limited. Unless you don't plan on doing business with that customer again, you can't exactly point out that the customer just told a whopper. With that in mind, I thought it would be useful...
- Blog posts 2009-04-23
- Top 5 Dirty Tricks Customers Play on Sales Reps
- A few weeks ago I posted the "Top Ten Lies Customers Tell Sales Reps."  However, sometimes customers do more than lie. Sometimes they actively try to take advantage by playing a "dirty trick" upon the rep. Here's a gallery of the five most common ploys and how to thwart them...
- Blog posts 2009-06-09
- Blame the CEOs not the Sales Reps!
- Earlier today, in "Blame CEOs for the Economic Meltdown?!?", I pointed out how it was ridiculous to blame sales professionals for the economic meltdown. That was a reaction to the comments in a previous post "Who's To Blame for the Economic Meltdown?"where I ran a poll to find out who...
- Blog posts 2008-09-19
- How AstraZeneca's U.S. Sales Reps Avoided the Current Round of Layoffs
- AstraZeneca staff in the U.S. dodged a bullet this morning as the company announced 1,400 layoffs -- but none of them in America. The job losses will come instead in the U.K., Spain, Belgium and Sweden. AZ's explanation of the move was a masterpiece in cynical management-speak and news-burying. Its...
- Blog posts 2008-11-20
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