Ask The CRM Expert: Questions & Answers
Sales force automation (SFA)
Whether you are implementing new sales technology or trying to refine sales performance metrics, it's important to make sure your sales strategy complements your overall CRM endeavors. Take advantage of CRM guru Liz Roche's knowledge to optimize the sales force at your organization.
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Sales incentives for customer service representatives vs. sales representatives
Ask the Expert - One reader asks, "Can you offer some suggestions on effective sales incentive programs for call center agents?" Read Liz Roche's advice on providing incentives in this expert tip. 14 March 2007 -
Secrets to salesforce automation software adoption
Ask the Expert - Lack of salesforce automation software adoption is the number one reason that SFA implementations don't meet expectations, says Liz Roche in this expert tip. She offers some ideas on getting your sales reps to use SFA software here. 03 January 2007 -
The difference between up selling and cross selling
Ask the Expert - In this sales tip from expert Liz Roche, you'll learn the definition of up selling and cross selling, plus up selling and cross selling techniques. 03 January 2007 -
Sales methodology tips and techniques
Ask the Expert - Get started with a sales methodology in this expert tip from Liz Roche, salesforce automation expert. 03 January 2007 -
Will salesforce automation (SFA) software that can up-sell and cross-sell replace the sales rep?
Ask the Expert - Learn Liz Roche's advice for using salesforce automation (SFA) software in the call center as part of your sales strategy in this expert tip. 04 December 2006 -
Salesforce automation in vertical industries
Ask the Expert - Learn why SFA software is not being customized by industry and why the secrets to SFA adoption have very little to do with industry specificity in this expert tip by Liz Roche. 04 December 2006 -
Can SFA software shorten the sales cycle?
Ask the Expert - In this expert tip, salesforce automation expert Liz Roche points out that no SFA software on the planet will, on its own, shorten a sales cycle. Learn tips to create a sales strategy in this expert response. 04 December 2006 -
Top SFA vendors for a 250-member salesforce
Ask the Expert - Liz Roche answers a SearchCRM.com reader's question about the best salesforce automation (SFA) software for a 250-person sales force, and she gives advice and recommendations including Microsoft CRM, NetSuite, Salesforce.com or RightNow. 21 September 2006 -
Encouraging sales reps to document the sales process
Ask the Expert - Liz Roche advises a SearchCRM.com reader about encouraging sales reps to document anecdotal customer information that they receive from customer service and tech support into the system. 21 September 2006 -
Encouraging sales reps to use a new CRM system
Ask the Expert - Liz Roche explains to a SearchCRM.com reader how to train sales reps on a new CRM system and give them incentives in preparation for CRM implementation. 21 September 2006