A couple of post ago I talked about relationships, the most is important part of the “relationship sale” model. There is nothing magic about the process of building relationships, but there is a tool that savvy sales people use to help them keep track of the onslaught of information that accompanies the process of forming relationships with lots of new people… the Customer Relationship Management system (CRM). CRM is the heart of  Sales Force Automation systems (SFA). ...

Posted May 5, 2009

I saw a quiz that got me thinking about the thousands of sales people that I’ve met over the years. It went something like this…

Which is most important to sales:

1) knowing what the customer wants and your competitive advantage

2) get to work early and make more sales calls each day

3) learning your competition and your competitive advantage

4) build relationships, then build accounts

So, which is it?

I can tell you that over 50% of people chose #1, but what do you...