Posted by Bill Rice on 04/21/08 in communication, conversion, featured
I have long been an evangelist of The Cluetrain Manifesto, which at its core has the premise that markets are conversations, but it was until a few months ago for it to really hit me that success in sales is really tied to the same premise–good conversations.So often, we in sales, are tied into a [...]
Posted by Bill Rice on 10/12/06 in communication, lead generation, lead management, realtor, techniques
I just started trying Google Docs tonight and as I was testing the collaboration and publishing (with unique URL) feature it occurred to me–could Google Docs be used to post/publish mortgage loan document? Is it an instant way to push Web offers or applications? Will Google open an API to allow the e-signing or acceptance [...]
Posted by Bill Rice on 06/19/06 in communication, lead management, management
The sales process is a series of conversations with a customer to build trust, gather needs, educate, present possibilities, finally fulfill their need. Throughout this process it is critical to communicate and keep your customer informed. Silence in any sales process is deadly. It leaves your customer uncertain and anxious about their expectations.
When using an [...]
Posted by Bill Rice on 06/19/06 in communication, lead management, management, techniques
There are a lot of solutions like predictive dialer and negative dialers that specifically help call centers increase their call speed, but a successful sales team knows that the real key is increasing call velocity. Velocity is the combination of speed and direction. This describes calls that progressively move sales through your pipeline.
I always emphasize [...]
Posted by Bill Rice on 02/11/06 in communication, lead generation, lead management, management, rss, text messaging
Customers are increasingly expecting their Internet inquiries to be met with instant confirmation and response. This auto dealer market piece demonstrates the ability and increasing need to make that response travel in the communication channel that the customers find most convenient or is most prevalent for them. text messaging is definately far more the preference [...]
Keith Burwell is the Vice President of Sales and Business Development for Kaleidico, a software firm providing solutions for online lead management, delivery and analytics.
Prior to working at Kaleidico, Keith was the National Director of Operations for Online Home Equity at Quicken Loans, as well as a Management Consultant to numerous Fortune 500 companies.
He currently holds an active seat as an Advisory Board Member of the Sales Lead Management Association.
I'm happy to use Increase Sociability.
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