People constantly ask me, “what’s the best CRM for independent consultants?” Actually, they usually don’t even qualify the question that much. They just ask, “what’s the best CRM?” (“CRM” stands for Customer Relationship Management, but most folks use it more … Read More
salesforce
Competing against bigger firms
If you run a small firm, or perhaps your firm is you, you’ll sometimes find yourself competing against bigger firms. This can feel intimidating. These firms have more people, bigger budgets, slicker marketing, and often dedicated sales people. If you … Read More
Easy up-selling and solution selling for small business sales
Sometimes, we are our own worst enemies. (In previous posts, I’ve discussed how we often start discounting before we even know if the buyer thinks we are too expensive.) Today, I want to talk about making sure your buyers know … Read More
Volume Discounts in Salesforce.com
Salesforce.com is great for managing your pipeline, but sometimes you need a little help to get the customer a quote. One of the challenges is volume discounts (see customer requests here and here). To mimic volume discount functionality in salesforce.com, … Read More