The concepts behind CRM systems are simple, but that doesn't mean that achieving CRM success - getting value out of a CRM solution - is easy. Everyone is for the idea of storing all of your customer and deal-related data in a secure, central location, being able to get clear visibility into the effort that it takes your firm to secure a sale, and having the ability to accurately forecast when a sale will close.  However,  actually realizing the significant...

I love the strategy and skill behind poker - especially Texas Hold'em.  I love how great poker players can read people, assess available information quickly, and make bold, timely, yet wise decisions.  This post isn't about poker, but I'd like to use a poker analogy to make a point.  In Texas Hold'em, the first round of betting takes place before the flop (the flop is when the dealer lays out three cards for the entire table to see).  Preflop betting...

I frequently talk to business leaders in companies large and small about their frustration with the selling process. Sales cycles are too long, deals are stuck in the pipeline, prospects aren’t responding to proposals - and the list goes on. Everyone is working really hard and all of the data is being captured in CRM.  Why isn’t anything closing? Trying to manage and forecast sales in that environment is very difficult. There may not be a simple answer to why...

I recently re-watched Simon Sinek's TED talk entitled How Great Leaders Inspire Action.  It reminded me how often we forget the importance of the question "Why."   Why did we start this business? What is our business purpose?  Why do we do what we do?  Why did I choose this career?  Why do I work so hard every day?  WHY? Take a few minutes and watch Simon's talk: Starting and running a business is one of the most difficult, yet most...

I'm addicted to constantly checking my email.  I want to stop, but I can't.  I think it's mostly driven by fear.  I'm afraid of missing something important.  I'm afraid of missing out on an opportunity.  I justify my condition by telling myself that I am known for being responsive and available.  Responsiveness is one of my differentiators.  Being available and responsive goes a long way in today's business world.  My clients and colleagues know that I'm always available and they...