If you didn’t get a chance to participate in last week’s conference call, you can listen to a recording of this call below. It’s an introduction to Sales Process Engineering (45-minute introduction to SPE, and 15 minutes of question time). This event was hosted by Constraints Management Group. It’s a preview of my two sessions at… “Conference call recording: listen now!”
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As you may already know, I’m speaking this year at the Constraints Management Group’s annual conference (CMUC2010) in April. CMG has organized for me to present a one-hour conference call on the afternoon of April 8 (US) for their clients and friends – and for anyone else who’d like to attend! It’s free. And it… “Conference Call: Introduction to SPE (join free)”
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Why your CRM has no hope of delivering the expected ROI and why you should probably keep it anyway. A Customer Relationship Management (CRM) application seemed like such a great idea, didn’t it? The rest of the organization had reaped such enormous rewards from automation, and the sales process was certainly in need of productivity… “Why CRM sucks!”
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Unlike Australia, the United States is the land of the ‘Manufacturer’s Representative’. Most manufacturers rely on a network of independent representatives to provide distribution across this huge continent. (Australia is a huge continent too, but only small areas of it are populated.) A typical manufacturer’s representative (Rep) is essentially a commissioned salesperson who promotes the… “How to get the most out of Industrial Sales Manufacturer’s Reps (and distributors)”
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This promotion will be directed to the 60,000+ executives on our house database. But, here’s an opportunity to preview that calculator (and perhaps get a bit of a head-start where the competition’s concerned). The SPE ROI Calculator is designed to do two things: 1. Estimate the likely impact of SPE on your Sales Revenue and your Operating Expenses… “Online ROI Model: what will SPE mean for your business?”
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It seems so obvious. If that team member has a Blackberry and a company car; if they call on customers and help resolve their problems; then they must be a salesperson, right? Well, maybe not! Sure, that’s the way things have traditionally been done: the person in the field is automatically the salesperson. But, in… “Why your field rep should not necessarily be your salesperson”
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On Tuesday I presented a 60-minute webinar for Industry Week (USA’s number-on manufacturing publication). You can register and view this webinar here: https://tinyurl.com/pq44ef The title is: How to grow sales in a shrinking economy. It’s an introduction to SPE, along the lines of my past post entitled A strategy for coping with tough economic times.… “My Industry Week webinar: online for you to view”
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The other day, our publicist asked me to comment on an article exploring the business case of various customer relationship management CRM’s and sales force automation applications for small- to mid-sized businesses. (CRM is the technology used by organizations to automate the sales function) … My input is simple: there is no reason for a… “The business case for Customer Relationship Management (CRM)”
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