A new normal - or a better normal?
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often used this phrase myself. But in some interpretations, seems to imply an acceptance that we’re going to have to learn to live with a situation that is somehow worse than what we had before whilst we strive to get back to the “old normal”.
How to use account planning to improve customer success
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
Banish farmers and farming!
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us.
What do you wish salespeople would stop doing?
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
The problem with account plans...
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes.
How and when to leave Salesforce CRM
So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.
