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Jaap van Barneveld

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Consultant, Makida Consult

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Sept. 21, 2011

Jaap van Barneveld and 7 other people answered this question

What is more effective?: One salesperson selling all products or product-specific salespeople?

The problem of this question is the question; because you think there are two possibillities. You spent energy with making lists with pro and contra's. If you have ever been in b2b sales/marketing then you know it: water is wet.
I guess a lot of companies ... more

Sales Management

July 27, 2011

Jaap van Barneveld and 5 other people answered this question

What elements does a sales manager need to have in place when launching a new sales team?

In my experience and in my consultancy I would say this. A salesteam exist of three different kind of people.
1. The sales man for selling (the lion) for prospects
2. The sales man for nurturing( the elephant) for customers
3. The internal person, mostly a high ... more

Sales Enablement

Sales Management

Nov. 24, 2010

Jaap van Barneveld and 15 other people answered this question

What are the most common CRM implementation mistakes?

It is normal that we use a CRM system to give more structure and insights into the sales-proces.
But as we know emotions are most important in finding a new customer (B2B) the current systems are not usefull for the users. They are dealing with ... more

Nov. 8, 2010

Jaap van Barneveld and 12 other people answered this question

How do you get sales people to buy-in and actually use CRM?

The only CRM system for B2B that will last, is the one where all the (sales)people in the organisation are helped with problems in the salesfield. So, complete turn around. Not collecting information from the salespeople but the system is helping everybody in difficult situations ... more

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