In This Episode

Brandon’s run for Knoxville city council, persistent CRM adoption problems and what to do about them, where salespeople actually build relationships, CRM as a management reporting tool, meeting users where they work, bringing CRM data into the inbox, updating CRM in the inbox, saving salespeople time and helping them make more money.

Managing nuts & bolts CRM tasks in the inbox, under-utilization of marketing automation, transferring the drip marketing apparatus to sales, programming your sales playbook, using best practices to develop Flight Plans, landing in the prospect’s inbox instead of in their Promotions tab.

Brandon’s book, “The Slow Sale: How Slowing Down Wins More Deals” and the need for a quiet period while working a deal, the dangers of focusing too heavily on sales acceleration, reconciling management pressure to close deals with the value of the quiet period, open communications in selling and avoiding surprises, Brandon’s experience with a timeshare salesperson’s process and what happened when he veered from the seller’s playbook, sales effectiveness vs. sales efficiency.
Published on: July 13, 2017 Posted in:

About the Hosts

Sam Biardo

Sam founded Technology Advisors in 1991 to help businesses improve sales, marketing and customer service performance. Representing some of the top CRM products in the world, Technology Advisors has since grown to include the full range of CRM services--business advisory, implementation, customization, training and support. Sam’s 35 years of experience in both the business and technical sides of Customer Relationship Management make him a proven expert in this field. Sam the co-author of “Getting Started with SugarCRM”. He is on the partner advisory board for both Infor CRM, Act-On and SugarCRM.

Steve Chipman

Steve has been working with CRM technologies since 1999. He and the team at his previous company helped hundreds of companies across a wide range of industries find success with a number of CRM applications, including SalesLogix, Microsoft Dynamics CRM, Sage CRM, and Salesforce. In 2013, Steve shifted his focus, co-founding a vendor neutral consulting practice called CRM Switch. CRM Switch helps companies become more successful with sales, marketing, and customer service technologies, no matter which vendor they ultimately select. Steve is the primary author of the blog at CRMSwitch.com, which was rated a “Top 20 CRM Blog for 2015” by CRM Buyer.