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Last Updated Friday, March 30, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

March 30 , 2007

Lead Management

Nothing sells better than a client testimonial. Salesforce.com has a new lead management system that integrates with loan origination systems and E-LOAN is singing its praises.

"Being proactive helps us close deals faster and also ensures our customers are receiving timely and accurate service," Jay Shah, E-LOAN chief information officer said. "We anticipate these improvements will enable us to support a greater number of customers as our business grows, without having to add more resources or sacrifice the quality of our customer communications. We have Salesforce to thank for that."

Homebuilding Sales Management

A lead management software developer is getting kudos from homebuilders for its front office sales solution. Sales Simplicity offers homebuilders a sales, CRM, and internet lead management software system which is reportedly being used by five of the top 200 builders.

"Simplicity automates the sales and options-selection processes and it can be accessed entirely over the Web, even with just a dial-up connection. In addition to automation of the sales process, Sales Simplicity offers dynamic reports on total home price, disposition of deposited funds, new-home-options transaction history, lot and mortgage selection tracking, demographic analysis, and four different security levels."
read story from Broadcast Newsroom

March 29 , 2007

Listen To This

If you listen to today’s sales trainers and authors you will most likely hear them say that selling today is about listening, not talking.

A new sales book, Got Sales? written by Leann McGookey Gardner, “shows how to apply The 90-10-90 Rule: when one is selling, the buyer should be speaking 90% of the time, and of the 10% of the time the salesperson is speaking, 90% of that 10% should be spent asking questions.”

March 28 , 2007

Leading the Pack

Managing thousands of leads can be a difficult task, especially when there are multiple branch offices to keep track of. One Internet tech company says it has the solution for large mortgage lenders with a new Web-based lead management system.

Kaleidico recently launched its Enterprise Edition of icoSales Lead Management System designed for large sales organizations. The company says it is an easy-to-navigate program with built-in emailing and other handy features.

Calling All Slackers

Tracking customer data is essential to customer retention. Keeping that precious information organized and at your fingertips is the best way to keep your clients top of mind.

Salesforce.com and Finetix together say they have created a new investor relationship management program to help foster client interaction and communication. The program includes client and prospect management, dashboard client retention tools, surveys, and customizable reporting with access from desktop, laptop or Blackberry.

Calling All Slackers

For success in sales, you should begin the first 30 minutes of your workday with three sales calls, according to Mark Hunter – The Sales Hunter. To avoid call reluctance, he says to make three calls to prospects that you pick out the night before.

“Many studies have shown that people waste on average 15 minutes each day just getting ready to make that first call,” he tells readers at Presentations.com. “It is ironic to think that you will have made three phone calls in the time it takes the average salesperson to even start making theirs.”
read story from Presentations.com

Let Them Say No

There should be a market for your product or service large enough, for you as a salesperson, to be able to move on to the next prospect without wasting too much time with those who are just not going to buy. You need to know when to just let go and move on. If you become an annoyance now, do you think they will think of you when they are ready to buy?

That said, it doesn't mean don't try to sell them but know when to quit.

Rebecca Aronauer, sales columnist for ManageSmarter, shares with readers the idea that,“Sometimes, success is knowing when to walk away from a sale.”
read story from Manage Smarter

read hundreds more sales stories in archived blog entries

  Paula Parisot reports news and reviews sales books for MortgageDaily.com.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

News By: MortgageDaily.com

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