In 1987, I was a newly minted commercial real estate broker in New York City, making 400 dials a day. Nobody asked me to track any of it. My firm didn’t have a system, didn’t require one, and wouldn’t have known what to do with mine. So, I built my own database on a Macintosh […]
The Outboard Brain: CRM Adoption Tips for a Sales Team That Thinks You’re Watching Them Read More »
In 2024, a client of mine in the promotional products distribution business ran his sales candidates through a Predictive Index benchmark before he made an offer. He built the benchmark. He ran the finalists against it. He hired the one who matched. The man he hired could build rapport with anyone. Customers liked him. The
The Break Room Test: Why the Best Sales Assessment for Hiring Isn’t a Personality Test Read More »
I live in the Metro Detroit area. The local NFL team is the Detroit Lions. A long-suffering franchisee that has a recent upsurge in success. (Compared to the previous 50 years) The Detroit Lions had everything lined up for a championship run in 2025. Talent. Momentum. A city that hadn’t seen a Super Bowl in
Sales Fundamentals Aren’t Sexy. They’re Profitable. Read More »
I have a sales confession. I have used one form or another of a CRM since 1987. In fact, I was a newly minted commercial real estate broker (salesperson) in NYC. I created my own database with my Macintosh! I did this not because I was cutting edge. No. I needed help managing 400 dials a day.
8 Tips for Your Sales Team’s Engagement with Your CRM Read More »