CRM (Customer Management of Relationships) was supposed to help businesses better understand their customers and increase efficiency. Yet most companies are not getting the return they expected. Is it possible to make your customers happy, and, at the same time, improve ROI? Is there a practical, affordable way to get customers to tell you what they really want?

In Why CRM Doesn't Work, leading international marketing consultant Frederick Newell explains why it's time to change the game to CMR. CMR allows you to empower customers so they'll tell you what kind of information they want, what level of service they want to receive, and how they want you to communicate with them—where, when, and how often. It is a bold solution for business people at all levels in all industries who want to stay ahead of the curve in the development of customer loyalty. Newell shows by lesson and example why the current CRM isn't working, what needs to change, and how to put the CMR philosophy to work at your company—without additional expense. You'll read case studies of good and bad relationship marketing from companies as diverse as Kraft Foods, Procter & Gamble, Budweiser, Charles Schwab, Dell, IBM, Lands' End, Sports Authority, Radio Shack, and Staples.

With this book, you can build long-term relationships and bring in profits instead of relying on one-time sales. Why CRM Doesn't Work is important reading for companies of every size that are trying to satisfy and sell to today's consumer.

Dan Coen is the author of Friendly Persuasion and Building Call Center Culture. A frequent speaker, consultant and workshop leader, Mr. Coen specializes in training call center and telesales representatives and management.

Telesales Training book teaches inside sales agents how to sell and communicate via the telephone.

Top Telemarketing Techniques is an information-packed resource for all sales professionals. It offers expert insight and proven strategies for using the telephone as a powerful and effective sales tool. This book offers valuable information needed to develop, improve upon, and fully utilize your telephone sales skills, allowing you to close more sales over the telephone. Telemarketing is a highly cost-effective and timesaving alternative to most other forms of sales and marketing for any organization. Top Telemarketing Techniques offers solutions for utilizing the telephone to close more sales and generate higher revenues. If you're a salesperson, manager, entrepreneur, or business leader, this is the one sales training book you need to begin maximizing your use of the telephone in order to vastly improve sales and customer relations.

Keith Rosen is one of America's favorite success coaches and the President of Profit Builders. He is the author of Time Management for Sales Professionals and The Complete Idiot's Guide to Cold Calling. Keith took the management, business ownership, coaching, and direct selling experience that made him a million dollar producer into the business community, where he works with individuals, small businesses, and Fortune 500 companies in order to maximize their potential. Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk. He provides sales and leadership coaching that inspires you to move from intention and into action so that you can master your time, boost your sales and income, and achieve bigger, more rewarding goals without the steep and costly learning curve.

Description:

Does this sound familiar? "If I can just get in front of more qualified prospects, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge."

You're no idiot, of course. You can talk shop with any customer who enters your store, asks questions over the phone, or seeks out your specific product or service. But when comes to prospecting for new customers, you'd rather have a root canal!

After coaching thousands of salespeople, Keith Rosen, one of America's favorite Sales coaches and trainers, has developed a proven process that anyone could follow to achieve incredible success at attracting more prospects and it's all outlined in his book, The Complete Idiot's Guide to Cold Calling.

The fact is, most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust that generates greater, consistent results.

Anyone can generate new business and make more money with the right prospecting system. So, if you love to sell but hate (or don't like) to prospect, The Complete Idiot's Guide to Cold Calling is your roadmap to cold calling success; showing you exactly how to get in front of the right prospects in less time and create more selling opportunities without the fear, pressure or anxiety associated with cold calling, prospecting or self-promotion. In this guide, you get:

* Tools, templates and strategies to create your own painless prospecting and follow-up system that will attract new prospects-and convert them into sales.
* Advice on how to find the best prospects-and avoid those who aren't qualified.
* Suggestions on coping with rejection, boosting your self confidence, eliminating call reluctance, managing a healthy prospecting mindset, and ensuring prospects will listen to what you have to say.
* Methods for establishing a rapport with prospects, understanding their needs, and getting them interested in how your product or service will benefit them.
* The hidden secrets of effective networking and to generating a steady stream of referrals.
* An infallible follow-up system that will keep your name in front of each prospect and protect you from losing sales to your competitors, up until the time they are ready to buy so that you never "Drop the ball" again.

You will also discover how you can:

* Create your MVP (Most Valuable Proposition) that separates you from your competition.
* Craft the compelling reasons that would motivate a prospect to speak with you.
* Prevent and defuse initial objections such as, "I'm not interested," "We don't have any money now" or "Call me back later."
* Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
* Compose winning voice mail messages that will ensure more return calls.

So, whether you are an entrepreneur, a business owner, a non-selling professional, a seasoned sales veteran or are just beginning your career in sales, after reading this book you will actually want to prospect!

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