ACT! and Outlook are Holding Your Business Back

You’re a small business.  You’re lean and mean.  You can make your competition look like a bunch of chumps! Except… ACT! and Outlook are holding your business back from being everything that it can. We’ve just posted a new report that includes: 4 Reasons ACT! and Outlook are not working for you 7 Easy to … Continue reading

Your small business is hitting the wall!

If you own a small business, you know what your larger competitors have that you don’t.  They’ve got resources to do things bigger and “ostensibly” better than you can.   But, do you know what you have that your competitors don’t?   Your lack of size and resources can actually be your greatest advantage!   … Continue reading

Forgetting your follow ups is sinking your ship

Another great article by Daniel Sitter!   This one about how frequently the flaw in your sales process is that you’re just not following up.   I can tell you from my point of view, as the CEO of a contact management service, that its true. In 2008, just remembering to call the right people … Continue reading

The one thing you changed in 2007 has asked its contributors to answer the question, “What’s the one thing you changed in 2007 that had the greatest impact on sales?”. There have been some fascinating responses. Jan Visser, founder of, asked me to contribute my two cents to the discussion. Click here to read my post to   The … Continue reading

Xerox pioneered the science of selling

I once worked with a sales veteran who could show up and sit down in just about any situation and start building relationships and closing sales almost instantly.  His secret weapon was that he had worked for a Xerox distributor early in his career and had participated in a lot of Xerox sales training. This … Continue reading

Sell and serve your customers better by putting them in a bucket

That’s right, I said “put them in a bucket”… Of course, what I mean is to categorize them.  There are all kinds of potential markets and customers for your business out there.  You need to know which ones are the most profitable for you.  I call them “buckets”. You can only carry 2 or 3 … Continue reading

The “script” that gets results

In front of the customer, they’re instinctive…   But somehow, they’re tough to write down on a piece of paper.   Your qualification questions.  The questions you ask a prospect so that you understand they’re needs and what solutions you may have that they’ll see value in.   So you’re asking, why do I need … Continue reading

Making your horses drink the water

Sales wins customers and customer service keeps them.  Growing your business depends on both.  In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little … Continue reading

Get more out of everything

Per my last post, I owe you an article on how to motivate your team to use an information system to improve sales, service and support effectiveness. However, I saw a post today that I just had to pass on. Yaro Starak‘s post about an article by Rich Schefren is a must read!   Improving … Continue reading