Managing your Sales Pipeline - Shifting the focus from Activity to Value

Posted by Ingrid Maynard on 12 June 2018
Managing your Sales Pipeline - Shifting the focus from Activity to Value
CRM's are often a reflection of the way we recognise sales performance - activity.  So, most CRM's are stage based on the assumption that opportunities are linear and that each stage measures progression towards a sale. What sales managers find though is that even when opportu...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 6: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 5 June 2018
Part 6: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Improving CRM adoption

Posted by Paul Davenport on 29 May 2018
Improving CRM adoption
A Customer Relationship Management (CRM) is often implemented to improve productivity, boost sales, streamline operations and save money. Research, however, shows that over 40% of the CRM projects fail and only 30% - 40% of CRM projects demonstrate full end user adoption. The primary r...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 5: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 22 May 2018
Part 5: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: High Performance Sales Sales Behaviours Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

Part 3: Why do CRM's fail to deliver to the original objectives?

Posted by Tony Hall on 15 August 2018
Part 3: Why do CRM's fail to deliver to the original objectives?
Over the past few months we have spoken with 20 B2B companies that have a CRM in place (from 2...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

How To Be Relevant to Really Busy People

Posted by Paul Davenport on 7 August 2018
How To Be Relevant to Really Busy People
With the world changing at an ever increasing rate, the struggle for us to remain relevant in ...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Where have all the great sales people gone?

Posted by Ingrid Maynard on 31 July 2018
Where have all the great sales people gone?
I'm serious. In organisations across the country, there's a phenomenon that causes...
Posted in: High Performance Sales Sales Behaviours Sales Growth Cadence Mindset Sales Leadership   0 Comments

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