“Work is no longer a place you go to. Rather, the workplace is defined by the tools you use, wherever you are.” - Matt Kaplan, VP of Products at LogMeIn
The way we work is changing fast. The isolated, lone wolf style sales professionals of the past are no longer able to deliver the high...
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Think of the objections you hear that prevent you from closing sales. Are you hearing these reasons directly from your prospects & customers or is it all in your imagination? Discover the leading cause of lost sales, pipeline constipation, missed sales targets and forecast inaccuracy.
Whether...
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Your business is growing and you’ve decided the time is right to add a customer relationship management (CRM) system to the mix. Congratulations! Implementing a CRM solution to help take care of customer relationships, as well as the data and information associated with them, is a big step,...
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The strict divide between sales and marketing is disintegrating. The sales process has become more fluid as leads move back and forth during the sales cycle, giving teams in both departments one more reason to start working more closely together. Today, sales reps have just as much responsibility...
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There is general agreement that CRM is a game-changing tool that can help businesses scale faster and work smarter. Yet, despite this step forward, there is a tendency for companies to see CRM systems as a cure-all, and then experience disappointment deeper into implementation. This happens...
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Your company likely has training documents for sales reps to learn about your products and your sales processes. But have you put together anything that explains what makes a good sales rep and what makes a bad sales rep? Have you truly set expectations beyond daily, monthly, quarterly and yearly...
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It’s more important than ever for business leaders of today to empower their employees. Setting them up for success is all about allowing for collaboration and engagement, and abandoning the “command-and-control” management style of old. This idea is the focus of Dan Pontefract’s title, Flat Army:...
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Last year, I presented at a gathering of 50 small business owners and leaders. Most were younger than me. When I asked them about social selling, such as how many had LinkedIn profiles, less than a third did. When I asked how many of those had been on LinkedIn in the last month, about a...
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Clearly, priority number one for the VP of Sales or Chief Revenue Officer is to make the number. As we move along in 2014, how are you doing on that goal? To meet and exceed your goals, you need a plan that will get you there, and a focus on priorities to help you execute.
Here are nine...
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