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 …

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:  …

calf path

Don’t Follow the “Calf Path” – It Eventually Ends At The Slaughterhouse

Ben Consulting, Strategy

Back in the dark ages when mainframes ruled the IT jungle the process of change management and ‘thinking out of the box’ was a different ball game than today. There was not really the concept getting early adopters on board with a new project – you had to round-up the true renegades and those who truly wanted to challenge the …

It’s not what you know – it’s what you don’t

Ben Strategy

Sometimes it is not what you know about a customer (or prospect) but what you do not know that is most important. Our customer databases and CRM systems are very good (with our help of course) at being about to capture and retain data about everyone that we have contacted in the course of doing business.  We have a history …

Why does it always take so long?

Ben Consulting, CRM, Sales, Strategy

Why does it take so long to get seemingly easy to use software up and running?  Why? It is becoming easier than ever to get a customer or prospecting database up and running.  Ten (or even five) years ago we needed to spin up a server, download and install our selected software — and then began the ordeal of getting everything …

Swiftpage Acquires ACT!

Ben Strategy

Finally! This is an acquisition – not a sale – of a long-time favorite in the Contact Management / CRM market space.   And this is a good thing. Let me explain… ACT! will now be owned by a smaller, more agile firm that understands CRM and the small business marketplace. For those of you who don’t know, Swiftpage is a major …

Apples vs Apples

Ben CRM, Strategy

The more I work with Social Media the more contrast I am seeing between marketing efforts to drive transactional revenue and those designed to build longer term relationships. So, I would like to toss out the idea that Customer Relationship Marketing (CRM) software and Contact Management software are really more different than they appear on the surface. CRM products have …

3 Ways to Improve Your Presentations

Ben Sales

You are siting in a sales presentation while the very polished sales reps are just finishing setting up their laptop and projector.  Hopefully this new product will be the solution your company is looking for to get back in front of the competition.  Someone dims the lights and we see the first slide of the presentation.  So far so good …

Customer Service is More Than a Post-it Note

Ben CRM, Sales

I am often in prospects offices and get to see first hand how their sales and service departments operate.   Why do we have the best technology in the world available to us and we still record inquiries and service calls on Post-it notes and pink telephone “Someone Called” slips.  By hand.. with missing information, misspellings and coffee stains. I …

Hunters, Farmers. …and Trappers

Ben CRM, Sales, Strategy

Everyone knows about the two main types of sales professionals – Hunters and Farmers. Hunters head out each day in search of the great wooly mammoth of deals armed only with a spear and an expense account. The prey they are tracking: that great one-call close that will make their quota all by itself. Good hunters are truly the rock …