I want to follow-up to the post of last week where I asked what you are using for a sales contact management tool or customer relationship management. I got about a dozen responses and it was surprising to see how many are using tools other than Salesforce.com which seems to be ubiquitous these days. Apparently

Over the 45 years I’ve been involved in sales, I’ve used all kinds of sales contact management tools for tracking, follow-up and reporting. They range from a pad of paper to some of the most sophisticated (and complicated) tech based tools of today. And, I still haven’t found that one tool that is effective, simple,

Does anyone hear it? During my four months away, the number of times I tweeted something to my 2700 followers was less than a couple dozen and those were 99% fired off at politicians who annoy me and don’t follow me. However, despite not tweeting and not reading one single tweet for four months, my

Reader Bernd Nurnberger posted a great comment the other day in response to this blog post. His comment was: Yes, well put. “But can it do X?” is another question that signals readiness to buy, yet destabilizes some salespeople. When selling electronic measurement devices, I made it a point not to say anything like yes

How do you know when someone is ready to buy whatever it is you’re selling? Like most things in the sales process, they’ll tell you – as long as you’re listening. Too many people fail to listen to the questions the prospect is asking and instead of recognizing them as signal that they are ready