Focus Your Activity with CRM: Blast TO the Past!

One of my favorite ways to use CRM to focus prospecting and selling activity is to look back at old leads and opportunities. It’s amazing how often we forget about them! Think about it – would you rather introduce yourself, your company, and your products and services to a new person who’s never heard of [...]

By | 2016-10-17T16:38:10+00:00 October 22nd, 2010|Sales Success|0 Comments

Focus Your Activity with CRM: Lesson from a Construction Project

Last weekend I participated in a Habit for Humanity project in Brooklyn, and I was (of course) reminded of CRM. In the morning, I was installing tile in the bathrooms. The previous team had been responsible for laying out the tile and cutting it, and my partner and I were putting down the mortar and [...]

By | 2016-10-17T16:38:16+00:00 October 12th, 2010|Sales Success|0 Comments

Focus Your Activity with CRM: Target Prospects

If you have a large database of leads and contacts, are you running queries on your data to generate targeted prospecting lists? If you’re tracking a piece of data in your system, you probably have the ability to run a list based on it. You can be as general or as specific as you want [...]

By | 2016-10-17T16:38:22+00:00 September 22nd, 2010|Sales Success|0 Comments

Focus Your Activity with CRM

Most sales organizations have some sort of CRM (customer relationship management) system in place, but they tend to use these systems at their very basic level: contact, account, and opportunity management. What if you could use your CRM system to focus your prospecting and selling activity? Over the coming weeks I’ll be posting a series [...]

By | 2016-10-17T16:38:23+00:00 September 20th, 2010|Sales Success|0 Comments

Be Careful What You Wish For

For a company of five people, we have processes and systems in place that mimic some of those found in the largest companies in corporate America. This is good and bad. The good is that we are well organized, poised for growth, and have the ability to use the knowledge gained in putting these systems [...]

By | 2016-10-17T16:39:41+00:00 April 27th, 2010|Sales Success|0 Comments


The POOL IS OPEN! Grab your snorkel, take a deep breath and jump on in! So it’s the first week on the job, before you know it you’re in the water and already swimming for dear life. I’ve taken a look back over my first week here at Criteria for Success and put together a [...]

By | 2016-10-17T16:39:44+00:00 April 21st, 2010|Sales Success|0 Comments

Five Tips for Welcoming New Employees

We have a new employee starting on Monday, and I’m confident he’ll have a good start here at CFS because we’ve developed a process for welcoming new employees. Just about everyone has detailed processes for hiring and firing, but how effective is your process for new hire orientation and ultimately welcoming new employees? Below are [...]

By | 2016-10-17T16:39:54+00:00 April 9th, 2010|Sales Leaders|0 Comments

Integrating CRM Tasks with Your Calendar

Here’s a quick tip on scheduling tasks from your CRM system. Salespeople for the most part are used to scheduling tasks (prospecting calls, follow-up, etc.) from within their CRM system. Usually they pick days at random to actually work the tasks. They don’t normally track how many have been scheduled for a particular day, so [...]

By | 2014-04-19T11:14:59+00:00 March 10th, 2010|Sales Success|0 Comments

Your Pipeline Is Thinner than a Pipe Cleaner

Your pipeline was bursting at the seams a month ago, but now it seems every sales meeting you run just isn’t quite going your way. You keep trying different phrases, different presentations, and different closing techniques. You could say that each new sales meeting is run completely differently from the last. So what is the [...]

By | 2016-10-17T16:40:08+00:00 March 4th, 2010|Sales Success|0 Comments