Lessons in salesmanship Max Effgen, November 14, 2011 Had a great lesson in asking for the business from an unexpected source last week — my landscaper. Now I do not have a regular service, but did have some work done last summer. Living in the Pacific Northwest, I have come to learn that lawn aeration is not optional…. Continue Reading
The Sales Learning Curve Max Effgen, April 3, 2011 There is an old adage that is all too often followed, “Want more sales? Hire salespeople.” Sales and who you hire to represent your company is critical. The success or failure of CRM, revenue generation and the company in general are dependent on how the organization learns from prospects and… Continue Reading
Process Changes and the Sales Pipeline Max Effgen, December 3, 2009 In my experience, pipeline/forecast is one area of a CRM system that changes frequently. Fortunately, these changes require less coding changes through Windows Workflow Foundation (Dynamics CRM) and Workflow Automation (Salesforce). I have seen this both from the consulting side and as a user. Not going to comment on whether… Continue Reading
Is Sales strategic? Max Effgen, August 13, 2009 I have been digging into the Sales Enablement space lately. Initially my focus was on user adoption of CRM systems. Sales Enablement implemented properly will boost user adoption of sales force automation tools under the CRM fold. One concern I have is how sales enablement systems are being sold. “Clone… Continue Reading
Sell more with less… Max Effgen, May 12, 2009 Nice post Too many choiceson Andy Sernovitz’s blog. This is in fact true. Check out Chapter 7 of Yes!: 50 Scientifically Proven Ways to Be Persuasive. Turns out that more choices will actually increase sales of an inferior or lower priced product. Seems simple, but it is true. Today it… Continue Reading