http://blog.nealabc.com Creating a Total Selling Organization Mon, 14 Dec 2009 20:30:37 +0000 http://backend.userland.com/rss092 en There is an off stated myth that successful sales professionals are lone rangers by nature and don’t respond to the structure a highly performing sales team has to offer. Managing a super star much less a group of lone rangers or rain makers can be a thankless and frustrating affair. Generally speaking ... http://blog.nealabc.com/index.php/2009/12/how-to-manage-a-lone-ranger-in-your-sales-team/ The other day I was attending a network event when a sales professional stated his business was way off, the phones just stopped ringing, and his commissions were drying up fast. He inquired if I could help him? I asked, "How much time did he spend prospecting each week?" He said,  "Maybe an ... http://blog.nealabc.com/index.php/2009/11/sales-prospecting-priorities/ Last week I presented at a senior executive forum in metro Phoenix. During the discussion the principle of ethics in business and the sales process was raised. One of my mentors and highly regarded business associates posed the notion that part of the current business dilemma we are experiencing today, has ... http://blog.nealabc.com/index.php/2009/10/it-still-pays-to-do-the-right-thing/ In many of our engagements over the last two years we hear sales professionals complain “the old days are gone it’s all about price!” Price has never been excluded from the equation. Perhaps there was a little less emphasis in the past, but always lurking near the surface. Although we are in ... http://blog.nealabc.com/index.php/2009/09/easy-way-out-selling-on-price/ A couple of months ago my two sons’ and daughter urged me to remain “relevant” by being connected to Facebook, LinkedIn and other social networking offerings. After an initial defensive response, I pondered their observation and deduced we all must keep moving ahead never accepting the status quo. The notion that ... http://blog.nealabc.com/index.php/2009/08/staying-relevant-in-the-sales-game/ Leads are the life blood of the sales process. Generating leads and following up on them is a tedious job yet a fundamental requirement for world class sales performance. Warm leads are precious and the process to turn them into initial appointments and true prospects needs to be consistent. As the ... http://blog.nealabc.com/index.php/2009/08/leads-are-the-life-blood-of-the-sales-process/ Time is money! All sales professionals have the same amount of time to sell (24hrs/7 days a week)? How they spend their precious time can make a big difference. According to a survey conducted by CSO (Chief Sales Officer Insights) only 35.7% of the average sales person’s time is spent in face ... http://blog.nealabc.com/index.php/2009/07/sales-professional-time-allocation/ Most entrepreneurs, CEOs, and sales managers focus internally on their products or services and try to figure out how to make them more appealing to a customer. This product “pushing” mentality, at least from the seller’s perspective is not in concert with today’s consultative sales approach. Customers want to engage in ... http://blog.nealabc.com/index.php/2009/07/know-your-customers-perspective/ Microsoft Dynamics CRM “Wave 2” Accelerators – Social Networking, Partner Relationship Management, and Portal Integration Q: What are accelerators? A: CRM Accelerators are free-of-charge, add-on solutions being developed for Microsoft Dynamics CRM customers and partners. Accelerators add instant functionality to customers at no additional cost. The vision around accelerators is consistent with Microsoft’s approach ... http://blog.nealabc.com/index.php/2009/07/microsoft-crm-accelator-news-social-networking-partner-relationship-management-channel-partners-portal-integration/ Expand your sales team virtually and sell more with this new feature that comes with Microsoft Dynamics CRM.  www.nealabc.com Try it FREE for a month in our hosted CRM offering.  Mobile Express for Microsoft Dynamics CRM is a new feature that enables users to access Microsoft Dynamics CRM data from a mobile ... http://blog.nealabc.com/index.php/2009/07/microsoft-crm-mobile-expressed-released-mobile-sales-force/