Geoffrey James

Geoffrey James

Geoffrey James is a contributing editor for Inc.com who also blogs about sales technology exclusively for Base. In addition to authoring numerous books, he's the former CRM writer for Selling Power magazine and his writing has appeared in magazines such as Wired, ComputerWorld and Marketing Computers.

Articles by Geoffrey

5 Ways To Reduce Cost of Sales

Sales Management

5 Ways To Reduce Cost of Sales

Of all the metrics in the sales and marketing world, probably the most misunderstood is cost-of-sales. Many sales managers view cost-of-sales as a labor cost; pay smaller commissions and your cost-of-sales goes down.

Geoffrey James

Geoffrey James

May 22, 2014

5 Lousy Sales Management Tactics (and What to Do Instead)

Sales Management

5 Lousy Sales Management Tactics (and What to Do Instead)

Unfortunately, many sales managers apparently believe that sales success comes from manipulating rather than coaching. Here are the six most commonly-mentioned sales manager tactics, and why they always backfire.

Geoffrey James

Geoffrey James

March 14, 2014

9 Ways To Write a Better Sales Email

Sales Performance

9 Ways To Write a Better Sales Email

Sales emails are your "best foot forward" when first communicating with prospective customers. Unfortunately, based upon my experience reading such emails, most of those feet put forward, well...stink.

Geoffrey James

Geoffrey James

January 21, 2014

How To Increase Your CRM Adoption Rate

Sales Management

How To Increase Your CRM Adoption Rate

Ironically, CRM failures are not hardware or software failures, nor are they problems with integration or system performance. Quite the contrary, most CRM failures are the result of a single very human problem--a low adoption rate.

Geoffrey James

Geoffrey James

November 20, 2013

12 Rules for a Successful CRM Implementation

Sales Software

12 Rules for a Successful CRM Implementation

In the market for Customer Relationship Management (CRM) software? Geoffrey James of Inc. com shares his fail-safe rules for a successful CRM implementation.

Geoffrey James

Geoffrey James

September 24, 2013

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