Part 1: Making CRM Work

Posted by Tony Hall on 4 September 2018
Part 1: Making CRM Work
Following on from our CRM Pulse Study, we recently conducted a Sales Leaders breakfast in conjunction with CGU. We attracted a great mix of sales leaders across a wide range of B2B industries to discuss how to actually make CRM work. Five key issues were uncovered that are having a negativ...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Real Sales Leadership vs Sales Coordinators

Posted by Paul Davenport on 29 August 2018
Real Sales Leadership vs Sales Coordinators
The role of Sales Director or Sales Manager is to not only manage their team but also to lead and coach each member of their team and the team itself. Sales Directors and Sale Managers are often recruited into their role based on their previous experiences; namely they are promoted into a ...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 1: Why the best salespeople don't always make the best sales managers

Posted by Ingrid Maynard on 22 August 2018
Part 1: Why the best salespeople don't always make the best sales managers
It happens all the time: the star sales performer is promoted to the sales manager.
It's a reward, right?  A promotion? Well, it can be.  But without support to make that transition, sales performance across the team can suffer, and the new leader can feel lost.

Think ...
Posted in: High Performance Sales Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

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 months to 8 years) to investigate how their CRM system is performing. We conducted a series of 1-on-1 interviews to get a deep understanding of the following five CRM topics: The reasons comp...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

The Future of Sales

Posted by Paul Davenport on 16 October 2018
The Future of Sales
The Future of Sales  Salesforce.com recently released an article following extensive ...
Posted in: CRM High Performance Sales Sales performance virtual coach Sales Behaviours Initiatives Sales Growth   0 Comments

Transitioning from great sales person to great sales manager (part 2)

Posted by Ingrid Maynard on 9 October 2018
Transitioning from great sales person to great sales manager (part 2)
In part 1, I looked at why the best sales people don't always make the best sales managers...
Posted in: High Performance Sales Sales Behaviours Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership   0 Comments

Dreamforce 2018 - Beyond19 Highlights

Posted by Tony Hall on 1 October 2018
Dreamforce 2018 - Beyond19 Highlights

My top 3 Dreamforce highlights Dreamforce is an extraordinary event, with 200,000 atten...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Relevance Sales Growth Sales Leadership   0 Comments

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