Posted by keithburwell on 09/3/08 in Keith Burwell, contact management, featured, management, techniques
Efficiency. Reporting. Standardization. Any one who has ever headed up or been involved in a campaign fundraiser knows that getting people to effectively volunteer, get into place, on the phones, and actively calling is like herding cats. First, you need to get volunteers to show up at the local HQ. [...]
Posted by Bill Rice on 08/29/08 in contact management, featured, lead management, sales
Increasing your sales contact rate and sales conversion should not be a mystery. It takes discipline and diligence. Is your contact management system designed to maximize sales performance? If you are operating off an Excel spreadsheet or flipping through contacts in Outlook or ACT!–you are static. These are not contact strategies–they are contact miracles.Here are [...]
Posted by Bill Rice on 08/28/08 in contact management, lead management, sales
Sales is hard. It runs on emotion–full of ups and downs. That is why having a daily plan is so important. It certainly won’t be everything you do, but it will be a foundation for sales growth. Make it simple. Work it.
Build Daily Contact List: Query, by last contact date, your daily contact list. Some [...]
Posted by Bill Rice on 08/28/08 in contact management, lead management
Getting Things Done (GTD), the powerful efficiency concept from David Allen, is often applied to our task list and our email inbox, but rarely to more complex processes like our sales pipeline. However, the principles are the same and the effects could be staggering. Sales is an Art, Not Really Sales as an [...]
Posted by keithburwell on 08/26/08 in Keith Burwell, Uncategorized, contact management, lead management
Sales contact management should discipline YOU. It should look at your contacts and understand what stage of the process they are in, when they need to be called next, when they should be sent a specific communication by email.
Sales contact management is not about you looking into a dead database and trying to decide what [...]
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.
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