Anatomy of a bungled, but successful CRM sale…

As a sales consultant, I get to work with a lot of great companies. One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system. The attached presentation is a summary of the sales process and the mistakes made by the three vendors, Salesforce.com, Netsuite, and SugarCRM. It’s interesting reading.

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Why golf is like selling…

Those of you who know me know that I am an avid golfer. […]

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened... I had a tricky twelve footer or so, downhill with a left to right... read more

Resources

Here are a few white papers that may be of interest&#82 […]

Here are a few white papers that may be of interest” How to prevent losing sales after a merger or acquisition The case for account management as the core customer activity... read more