K asked me to help him start CSP, which I did, at once wearing the hats of a business planner, executive coach, financial analyst, owners representative, lawyer, accountant, sales coach, fork lift drive. Need I go on?
My pride and joy was our CRM. K is a very talented and seasoned sales person. But he never had his own electronic system.
Now we track who we sent letters to, who he called, who has a website, how good is it, the value of the lead, the value of the relation. The territory. Its not what we did, but HOW we did it. A structured approach to sales prospecting.