salesforce training tagged articles (0-14 of 14) ( 0.001 seconds )
The Sales Training Series: Stopping Objections Before They Start By: Duane Sparks "Your price is too high." "We're loyal to our current supplier." "I prefer your competitor's product." Classic objections such as those are very hard to overcome when they pop up near the end of your sales call after you have presented your company and your product, and after you have expended most of your sales ammunition. But objections are far easier to handle if you uncover them earlier in the process. Tags: sales training, sales management training, salesforce training, selling technique, sales s
The Sales Training Series: Selling With Leverage Questions By: Duane Sparks If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actually drive a customer's buying decision. What key benefits do buyers want to gain by making the purchase, either for their companies or, more critically, for themselves? Tags: Sales Training, sales training programs, selling, sales management training, sales present
Software as a Service By: Phil Morettini How should Software be delivered to users? Via traditional licenses? As “free” services supported by advertising? Or using a rental model referred to under several different labels such as Hosted, ASP, On Demand or SaaS. This has been very much in debate over the last few years. Back in the dot-com boom, the selling of software licenses was proclaimed to be dead. Everything was to be a service on the Internet. We all know how that turned out! Tags: Software, service, ASP, Internet, Web, licensing, rental, traditional, pricing, tech, dot.com, on dem
CRM 101 – The Basics Of Customer Relationship Management By: Owen Andrew What is CRM?
CRM, or Customer Relationship Management, can be defined as a software program, business strategy, or internet system that helps a business manage and organize its customer database. This includes contacting customers more efficiently, keeping leads hot, aiding in workplace effectiveness, and generally improving customer service and business relationships.
How Does CRM work?
Essentially, CRM works by allowing a representative or agent to access detailed cust... Tags: business, management
Lead Management Best Practice By: Owen Andrew Lead management refers to the process by which a lead is created, qualified, analyzed, and distributed to sales and marketing divisions. Lead management is one if the most critical aspects in the success of sales; as such, best practices have been established for handling and converting leads into satisfied customers.
The first step a business takes in managing a lead is to identify the prime leads and route them automatically to the appropriate entity; this might range fr... Tags: business, management
PRM 101 – The Basics Of Partner Relationship Management By: Owen Andrew What is PRM?
PRM, or Partner Relationship Management, can be defined as a business strategy, internet system, or software program aimed at improving communications between businesses and their channel partners. It allows partners to access leads more efficiently, collaborate on deals, improve their ability to do business, and build solid partner relationships.
It allows companies to track indirect channel sales and gain more coverage or exposure without spending more mone... Tags: Marketing Automation, business management
How Does Microsoft CRM Stand Up? By: Sayed Ally There are many CRM software programs on the market –some good – some bad. Microsoft CRM is the new kid on the block so how does it stack up against the others? Impressive!
Microsoft CRM is competing with long term players like Salesforce, Siebel or Onyx. But this dynamic, intuitive peace of software is quickly taking the lead.
The introduction of Dynamics CRM Live where customers will be able to host their company Dynamics CRM is definitely going to turn up the heat and... Tags:
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