Published by Niall Devitt, Btb Business Training

A client of mine called me the other day looking for some advice. He owns and operates a small distribution business and as he put it is considering investing in CRM technology, with the aim of helping his business through automating his sales and customer reporting.

The catalyst event for this call was that one member of his sales team had recently left the company taking with him a long list of contacts, and presumably with time customers.

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Published by Niall Devitt, Btb Business Training

Let me start this post by saying I sometimes get accused by my clients of being anti-discount. While I wouldn’t agree with that assertion, I would like to highlight that in my experience, I have seen discounts being used very badly many more times than I have seen discounts being used very well. While I absolutely agree that discounts can be a very effective tool in driving business, I would advise extreme caution. The following is an example of what can go wrong.

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