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Using a CRM may be a journey, but all businesses, particularly small and medium-sized ones, want to end up at the same destination: a place of growth based on more (and larger) sales. This can be challenging in large enterprises that have huge sales teams, but that’s more an issue of training and

Just as the last of your items gets scanned at the checkout in a store, an associate might say something like, “That it for today?” This is a truncated version of a question they’re asking customers all day long, which is, “Is there anything else you would like to buy from us today?” If you chatted

You’re the boss. You’re also the sales manager. You’re the CMO. When customer service issues arise, they come to you. If there are financial decisions to be made, you will be the one making them. Like so many other solopreneurs, you probably wouldn’t have it any other way. Although most businesses

It’s old enough by now that it’s probably okay to start with this spoiler: in the classic movie The Wizard Of Oz, what appeared to be a great and all-powerful being is eventually revealed to be nothing more than a little old man behind a curtain. This was shocking because, until then, all anyone

If you were stuck in traffic behind a car with a bumper sticker that read, “How’s my scaling going?” you might have to be an entrepreneur to get the joke. The word “scale” is used so often among startups and small or medium-sized businesses (SMBs) that it has almost become shorthand for “growth.”

A sticky customer is the kind you probably had in your head when you first thought of starting a small or medium-sized business. From the moment you sell them your product or service, they get it. They understand why it’s important and why they should appreciate it, or maybe even love it. They

Another e-mail sent off! Another voicemail left. Another bill paid. We all have our own idea of what it means to be productive. It’s usually the tasks that we can complete quickly, easily and in large volumes. Even if you don’t keep an actual to-do list, you might make a mental check mark as you

Drip water into a glass long enough and you’ll see it change from empty to full. It may take a while, but it’s pretty easy to assess your progress along the way. CMOs may occasionally wish it were the same for drip campaigns, which theoretically should lead to a CRM full of leads for the sales

There are few certainties in sales, but the more reps can feel confident about what’s ahead of them, the better. At one time, for example, sales reps might have been assigned territories or accounts with very little to go on. If there were customer records, they were either paper-based or stored

When a customer buys something, most businesses provide them with a receipt, a bag if they need one, and some kind of “thank you” to close out the transaction. The truly successful companies also throw in a little dopamine. As a natural chemical found in the human body, dopamine acts as a sort of