Efficiency, effectiveness and the role of CRM

Quick – what’s the difference between efficiency and effectiveness? Don’t worry, these two words can confuse us. Efficiency measures how fast you do something, while effectiveness tells you how useful your efforts are towards reaching an intended end result.

Stalled deals

We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Rooter.” The longer a deal is stalled, the less likely it’s going to happen.

There are a lot of things that cause deals to stall, let me review a few that seem to be the biggest–with some ideas about how to free them up.

Pass the baton, not the blame

Ever heard of sales and marketing not getting along? You’re not alone. Aligning marketing and b2b sales has quickly become a top priority for companies around the world. What’s the perceived problem, in 50 words or less?

The journey to B2B sales excellence

Welcome! This blog is intended to share thoughts on how to elevate the sales profession – specifically within complex b2b sales. Our goal is to be a catalyst on the journey to b2b sales excellence.