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Third Prize, You’re Fired: Sales Leadership Strategies
How do you motivate your salespeople? Photograph by exfordy.If you’re in sales, you know the classic sales-leadership technique from the movie Glengarry Glen Ross, meant to motivate the sales team into...
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CRM: What You Don’t Know Can Kill You
Microsoft didn’t see the Internet coming, and now look what’s happened.People think they know too much. But more often, we’re surprised not by the answer to a question, but by not even knowing the...
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End of Summer Fun – Bob and Sally Talk CRM
In this light-hearted cartoon, Bob’s company will be shortly implementing a new CRM system, and Sally has a few questions for him. This scenario is based on hundreds of similar conversations we’ve had...
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Send Call Centers on Strike for Great Customer Service
For great customer service, go on strike. Photograph by www.flashbacks.com.Plan A: Ensure Customer Service Reps Go On StrikeWant to have a great call center? Every three years or so, send it on...
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Customer Experience Management: The Medium Is The Message
Which customer experiences have a happy ending?“Have I met or exceeded your expectations?”To that, I ask: Are our short-term memories so fried by multitasking that trite, parting words overwrite any...
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Innoveer’s SFA Accelerator
Move fast, but make it seem effortless.Maximizing Sales Demands SFAExcelling at selling demands sales force automation (SFA).Historically, of course, many salespeople — even top sellers — “made do”...
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Marketing Makeovers In 3 Days
Want to pass “go”? Start by finding the best way to get thereAvoid Binary ThinkingWhen it comes to making your marketing program better, beware groupthink. But also beware only asking individuals about...
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Superpower Sales Takes Planning
Does your sales strategy involve more than simply putting out fires?Identify Top Sales Program Goals“What’s the #1 goal for your sales program?” The answer, of course, will depend on who you ask, and...
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Classier Customer Service In 3 Days
Knowing what to focus on does wonders for results.What’s the next, best step for your customer service program?When businesses overhaul their customer service program, CRM project teams often hear...
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Global Salesforce Deployments: 4,000 Lessons Learned
Proceeding carefully can do wonders for avoiding scrapes and bruises.How do you deploy salesforce.com to 4,000 people? Very carefully.To wit: Innoveer has been helping a large company roll out...
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