‘Familiarity’ is a powerful, omnipotent feeling.


Does familiarity breed content or contempt? Familiarity may breed contempt in some circles but in selling it only creates confidence.

Time or Circumstance: Sales Forecast Management


Every month, week or day we sit down and try to make sense of our sales numbers. One of the greatest errors in our ‘subjective’ judgment may be our over-reliance on time as the driving factor. To better manage time elements, it’s important to manage circumstances equally well.

Rating Customer Commitment Improves Projections


One of the biggest gripes or gaps in traditional CRM landscape is the inaccuracy of Sales Projections. It is vital to know and manage the difference between being simply involved in the selling process, and the customer being committed to its success.

1.5 Million Miles of Zippers


Tired of ‘innovate or die’ hype? YKK zippers may prove a very interesting branding lesson. No other high tech solution has replaced it. Velcro doesn’t come close.

Visualization and AFDB’s


Great sports competitors have realized for decades that developing their power of visualization is a valuable means to improve their performance. From a CRM perspective, we spend a lot of time and money ‘visualizing’ our customers.

Be wary of customer behavior predictions.


We are inundated with the latest and greatest sales behavior predictions using social media, networking, blogging, video platforms… a digital cornucopia of the ‘it’ factors pointed at customers that will buy.

What Drives Sales: Satisfaction or Loyalty?


Do we enhance sales with customer satisfaction or is it customer loyalty? The differences are night and day and the effectiveness of each needs careful scrutiny.

Sales is like a box of chocolates.


Forest Gump said it best: ‘Life’s like a box of chocolates. You never know what you’re going to get.’ Sales results often share the same fate. Here are 8 ideas for sweeter sales.

What Customers are really thinking!


Motivating your customer to buy the world’s best doodad requires some different thinking in this economy. Understanding what a client really thinks can help. Having good answers helps even more!

1959 Cadillac and Managing Obsolescence

MosaicCRM_Sales Obsolescence

Modern selling recognizes that the attitude of our customers has changed. What this means is for a great many sales people, economic survival relies on the consumption of the constant turnover that obsolescence requires and how the customers prefers their client relationship.