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Good Practices for CRM

This blog focuses on best practices for ultimate CRM success!

Bringing in the Bigwig

The dos and don'ts of bringing an executive into your sales call.

Sales persons are self-sufficient and often have no problem closing a deal themselves.  But what about those times when a little extra influence and help is needed?  That is when it is time to bring in an executive from the organization.  Bringing in an executive can have a positive influence on the customer and can help move a sale along, but it must be done correctly.

"In today's complex selling environment, how do you determine whether leveraging this corporate resource will speed or derail your most significant opportunities?"

I know that there have been times in my selling history when bringing in an executive has definitely helped, and I'm sure I will need to again at some point.  So, once it has been decided to bring in an executive what are the dos and don'ts?  I encourage you to check out this article published by Miller Heiman so that the next time you bring in an executive you do it right!

(Note: This article expires, if you're interested check it out soon.)

-Brianna

Published Thursday, April 10, 2008 1:32 PM by Brianna Tinjum

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About Brianna Tinjum

I am happy to say I love my job! Everyday there is a new challenge and something new to learn, it keeps things interesting. I was very happy when we started Good Training because it gave me an opportunity to help people and share knowledge. Outside of the office I enjoy being active. When weather permits you may catch me riding my bike around the lakes of Minneapolis or hiking in Northern Minnesota. In the winter I get out snowboarding as much as possible and I always try to take a trip to the mountains. I made it out to Bridger Bowl in Bozeman, MT at the end of February 2008 and it was a fantastic time! Year round I participate in dance and yoga classes to mix things up. I love watching movies and you could say I may have seen too many. :) I also have a passion for reading - if I find a good book it can consume all of my free time.