Customers and rational behaviors
Too often, I’m in reviews with sales people whining, “The customer is irrational!”
You need to know how Salesforce is stealing your budget
For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.
Marshmallow or Meanie Pants?
As a sales leader, there is one overarching thought to keep in mind: It is your responsibility to push your sales reps to greater heights than they would achieve on their own. Otherwise, you are excess cost.
What is a CRM and how to choose the best one for your sales organization
A Google search for “What is CRM?” returns a whopping 37 million unique results, each of them focusing on a different aspect of CRM or attempting to unify all the different purposes and meanings of Customer Relationship Management into one, and usually failing.
How to transform your sales pipeline today
Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.
Why your people keep missing quota–and what to do about it
Everyone has goals, big and small. Some we meet, some… not so much.
