scene from Blazing Saddles

We Don’t Need No Stinkin’ CRM Training

Ben Consulting, CRM, Sales, Training

One of the least addressed reasons for the dis-satisfaction (and sometimes outright failure) of new software deployments, particularly CRM systems is not having a good focus on training. There is always a tendency to let on-the-job, organic training take the place of formal instruction. After all, everyone now is ‘computer literate’ and we don’t want to insult our employees by …

Avoid these Presentation Mistakes

Avoid These 5 Common Presentation Mistakes

Ben Sales

Including too many concepts, details, explanations, and examples is confusing… and causes stress. Your prospect needs to be able to focus on one meaningful concept, relevant to his or her situation, at a time. You can back up or illustrate the concept with a few facts or examples, but don’t go overboard. If you have more than one concept to …

Peace. Love. Sales.

Peace Love and Sales

Ben Consulting, Sales, Strategy

Perhaps it’s the time we live in but I keep running into the pushy sales rep type who assume that I have this big problem that only they can solve — and they can do it right now.  They always seem to be on the hunt. Perhaps the looming 4th quarter quota is staring them in the face. I recently  returned …

CRM Sales Buzzwords

Technology and Sales Don’t Need Any More Acronyms

Ben CRM, Sales

OK, let’s face facts, CRM is not the new kid on the block that everyone has to have!  Although the technology provides immense benefits and is almost a competitive necessity in modern business, many more people have iPhones than use CRM software!  This a mature product line with a rich history and a bright future. Warning! Short history lesson ahead:  …

Just How Hard Can IT Be?

Ben Consulting, CRM, Sales, Strategy

The company servers were running slow again and users kept getting kicked out of the network several times a day. Finally management had had enough and decided in executive meeting that the IT infrastructure needed to be replaced – what they had in place just wasn’t getting the job done.

It was felt that this would be a big deal for the,,,

What Was The Question Again?

Ben CRM, Sales, Strategy

I was on my way to Richmond from a speaking engagement in Kansas City — and as usually happens when I choose to fly, weather declared primacy. While waiting in the lounge in KC I checked the weather app on my Google Nexus phone.  A very brightly colored screen appeared showing storms and more storms all over the east coast and …

Who’s Driving The Bus?

Ben Consulting, CRM, Sales

OK, I’m up on the soapbox again about TLAs — Three Letter Acronyms.  And our tendency to make terms, words and phrases mean whatever we wish them to.  Some days I feel like I have gone Through the Looking Glass again. “When I use a word,” Humpty Dumpty said, in rather a scornful tone, “it means just what I choose it …

Social CRM? Give me a break!

Ben Sales, Strategy

Customer Relationship Management (CRM) should be, by definition, social.

3 Types of Customers – Part 3

Ben Consulting, Sales, Strategy, Training

This is the third of three articles on basic customer types.  The last couple of weeks I have reviewed the first-time customer and then one with a stalled project.  Keep in mind that I am viewing all this through the eyes of a CRM consultant. The third type of customer has already selected their product or service and begun using …

3 Type of Customers – Part 2

Ben Consulting, CRM, Sales, Strategy, Training

The second type is the company that has already started on their journey but has run into some roadblocks. The project is in danger and corrective action must be taken to get it back on track.