I'm down to the last chapter of The Commonwealth of Self Interest: Customer Engagement, Business Benefit and then have some editing to do. But I want to make sure that you keep getting some good ...

Legendary engineer and management consultant W. Edwards Deming once said, “A bad system will beat a good person every time.” This truism can easily be applied to the world of sales. Even the best rep ...

null ...

CRM systems fail when they're not utilized correctly or when businesses choose the wrong CRM solution. Learn how to implement ...

If you are a mid-to-large-size company, using a customer relationship management (CRM) system is critical. Getting your salespeople to adapt to using the CRM in the appropriate way so that management ...

If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided ...

Woody Allen has this great thing he says about immortality: “I don’t want to achieve immortality through my work…I want to achieve it through not dying.” I’ve come to the conclusion that my work on ...

A sales process can be defined as a systematic, repeatable sequence of actions that drive customer interactions and, ideally, optimize both sales execution and expected business outcomes. CRM is the ...

Explorers who land on uncharted shores or Marines who hit the beach first are heroes. However, in the customer service realm the technology that established the first beachhead between customer and IT ...