Getting Real about CRM

Getting Real about CRM

There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could. And we waste even more time complaining and whining about...

Beware of this sales productivity trap

Beware of this sales productivity trap

We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of sales people to engage customers in meaningful, high impact conversations....

What About The Forecast?

What About The Forecast?

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast...

First Principles of Sales Ops

As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set priorities with all the competing initiatives coming our way? How...

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