Index your data to obtain a complete view of your prospects world
Selling Power Magazine is one of the foremost publishers of great sales training information. This is a great article that highlights all the factors that come into play in the complex world of professional selling in 2013. There’s a reason not everyone is an accountant, an attorney or in sales. These are difficult professions that require lots of education (school or street) and lots of continuous learning. To understand is to know and to know is to do a ton of research. Where does it all begin? By reading this article for starters. Google is the ultimate indexing tool. CRM can be beneficial when used correctly.
Don’t bog down your sellers with time wasting data dumps that are of no value and never used to analyze how to help the prospect and the seller.