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Falling in Love with your CRM: A how-to

Feb 10

Sales Tools

Computer keyboard with a red "CRM" key.
Despite the best efforts of various CRM providers, the true success of CRM lies in the user’s ability to maintain it regularly with accurate data. More often than not,... MORE
  • Damien Acheson
  • 4 min read

  • Hummy's
    Highlights

    1You only get out of CRM what reps put into it. 2The software isn't flawed, it's a behavioral issue. 3Incentivize data entry to increase consistency.
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How to Make Your Call Script More Authentic sales-scripts Sales Making scripts less "scripted" From the Editor's Desk
Aug 08

Sales Scripts

Startups-Gold Key falling into Woman's hand
Making scripts less "scripted"

How to Make Your Call Script More Authentic
When you pick up the phone to answer a call from an unknown number, or dial out to a customer service line, nine times out of ten you’ll probably... MORE
  • From the Editor's Desk
  • 1 min read

  • Hummy's
    Highlights

    1Thorough product education brings confidence. 2Aim to discover if your product is right for the client. 3Learn about the client's unique situation and needs.
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5 Questions That Will Improve Your Process of Qualifying Leads sales-management Sales Don't waste your time on bad leads From the Editor's Desk
Apr 21

Sales Management

Staff Working in Busy Architect's Office
Don't waste your time on bad leads

5 Questions That Will Improve Your Process of Qualifying Leads
It is often difficult to qualify a lead because there are so many variables involved. However, if you strip everything down to the bare essentials, then five crucial elements... MORE
  • From the Editor's Desk
  • 2 min read

  • Hummy's
    Highlights

    1You must establish who the decision maker is. 2Find out if they're satisfied currently. 3Know when to let go.
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Building Sales Confidence In Your Customer sales-techniques Sales Know your customer Justin Zappulla
Jan 11

Sales Techniques

Businesswoman gives presentation at meeting
Know your customer

Building Sales Confidence In Your Customer
An occupational hazard of many business owners and corporate decision makers is indecision. It takes guts to start a business. But after the business is up and running, indecision can... MORE
  • Justin Zappulla
  • 4 min read

  • Hummy's
    Highlights

    1How to handle customer indecision 2Learn to uncover your customer's needs 3Build your customer's buying confidence
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Should You Meet With Customers Face to Face? sales-techniques Sales It can give you an edge. Nick Kane
Nov 06

Sales Techniques

Project Presentation/Business People Having Board Meeting In Modern Office
It can give you an edge.

Should You Meet With Customers Face to Face?
We live in the age of remote communication—we text, we email, we place calls on our cell phones while doing other things. Gone are the old days when it used... MORE
  • Nick Kane
  • 3 min read

  • Hummy's
    Highlights

    1Connect with clients on a deeper level 2It allows you to observe your clients body language 3Face-to-face meetings ensure participation by everyone
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Effective Sales Leadership: 9 Tips sales-management Sales Don't neglect your role Jerry Stapleton From the Editor's Desk
Nov 02

Sales Management

HR-Diverse People In a Multipurpose Room
Don't neglect your role

Effective Sales Leadership: 9 Tips
According to a recent article by Jerry Stapleton on BizTimes.com, 80% of sales leaders are ineffective. Of the 80%, he says they fall into one of three categories: Hands-off... MORE
  • From the Editor's Desk
  • 1 min read

  • Hummy's
    Highlights

    1Hire based on character traits, not past or future victories. 2Great leaders set expectations just a bit out of reach. 3Be part of the developmental process, not just tracking it.
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10 Darn Good Sales Development Essentials sales-training Sales How to build a great team Greg Klingshirn From the Editor's Desk
Oct 21

Sales Training

Marketing-pile of aqua fishing nets
How to build a great team

10 Darn Good Sales Development Essentials
“What can I do to build a successful sales development team?” It’s certainly not easy to build a team of Sales Development legends overnight. When revenue is on the... MORE
  • Greg Klingshirn
  • 5 min read

  • Hummy's
    Highlights

    1Create specialized roles and document them clearly. 2Hire "hungry up-and-comers" with ambition. 3Incentivize them to bring in only qualified prospects.
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Power of a Positive Mindset sales-misc Sales Keep your head up! Justin Zappulla
Oct 12

Sales Misc.

Abstract design made of cutout of male head and symbolic elements on the subject of human mind
Keep your head up!

Power of a Positive Mindset
The door-to-door salesman getting his foot shut in the door is a well-worn cliché. And Arthur Miller’s play “Death of a Salesman,” which shows the depressing, even tragic, side... MORE
  • Justin Zappulla
  • 4 min read

  • Hummy's
    Highlights

    1Stay positive 2Learn from your failures 3It's easier to sell to a happy customer
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8 Steps for Building Instant Customer Rapport sales-techniques Sales Creating connections is key Nick Kane
Oct 05

Sales Techniques

Global Business Deals/ Handshake in front of world map
Creating connections is key

8 Steps for Building Instant Customer Rapport
Building rapport and creating connections with customers are still a key focus in today’s selling environment. It can happen in an instant. You can also blow it right at “Hi,... MORE
  • Nick Kane
  • 4 min read

  • Hummy's
    Highlights

    1Research your customers 2Listen to them 3Leave a great impression
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5 Tips for Assembling a Stellar Sales Team hiring Sales Great sales talent is hard to find Nick Hedges From the Editor's Desk
Oct 02

Hiring

High Angle View Of Businesspeople Video Conferencing At Business Meeting
Great sales talent is hard to find

5 Tips for Assembling a Stellar Sales Team
In his article on Entrepreneur.com, Nick Hedges, CEO of Velocify, cited a study that found that 71 percent of sales leaders struggle with creating and maintaining effective sales teams. Hedges put... MORE
  • From the Editor's Desk
  • 2 min read

  • Hummy's
    Highlights

    1Set the right quota, neither too high nor low. 2Reward and celebrate success. 3Foster healthy competition.
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