A Sales Compass – A Blog by B2B Sales Connections

Technology is creating a new generation of teens and adults who believe the only effective communication is Twitter, Facebook, Linkedin, & text messages. 

I will be the first to admit you need to know how to use these technologies if you want to grow your business  but even major online social forums are incorporating the use of “in person” networking events because of the advantages and power of  in face to face communication.

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There is a growing movement in small and mid-sized Canadian companies that are searching for ways to connect with recently retired or semi retired business professionals. They are in need of people who can provide knowledge and experience in areas their own management team is lacking. 

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Look for Unrecognized Problems & Unanticipated Solutions

One of the best sales questioning techniques I ever learned was from a former boss & mentor.  He delivered a training session that taught us when a customer gave a key requirement statement we had to take a moment and ask ourselves “which means”?   The key was to never assume you know what the customer actually meant; you had to pose further questions which would dig deeper to find the unrecognized problem.  This would help the customer fully explain the reason for the need and the implication for their operation if they did not meet the requirement.

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It was recently announced that the most annoying saying in the English language is “whatever”.   At first I dismissed the trivial nature of the finding with my own thoughts of “who cares” and then I realized the reason this has become so prevalent can be seen as a warning to sales people & marketing departments everywhere.

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Over the years, CRM programs have advanced from simple, easy to use systems to complex behemoths that no one uses or understands.  To prevent this, your CRM program should avoid the three basic mistakes in CRM design: (more…)

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In today’s competitive environment, a properly designed Customer Relationship Management (CRM) program is simply a must have in order for your business to survive and grow.  It doesn’t matter whether you are a small make-your-own wine store, a chiropractic clinic, an office equipment supplier or any other business, you must define the processes to be implemented to handle the contact with your customers.  After all, if you don’t take care of your customers, somebody else will!  (more…)

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