A story from my consulting work. I thought it would be a good idea for my client to see if they could sell more to their existing top accounts (I’m quite the strategist you will note.) The first step to doing this was to get a list of those top accounts. After playing with the [...]
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CRM’s for the Real World
Over the years of sales consulting with companies of all sizes (many ironically in IT), I’ve seen some darn ugly CRM databases. Back in the first days of this blog I compared these databases to a 2-year-old’s bedroom (in fact I should have said a 4-year-old’s bedroom I believe having now passed through that milestone [...]
Your Prospect List is Like Love
We still don’t spend enough time on figuring out who to call.I’ve been talking to a few business owners this week about how to develop their business. We’ve talked extensively about prospecting and it keeps striking me that the #1 ingredient to successful prospecting for them is going to be the quality of their prospect [...]
Does Size Matter?
Does size matter? When it comes to prospect databases (a.k.a. “Rolodexes”) the answer is yes, and mostly no. Time and again I see companies who have very large prospect/client databases (a.k.a. Rolodexes) but have very little “relationship strength” with each (or sometimes any) contact in the database. This makes the overall value of the database [...]
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