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 a serious shortage of sales talent in teams.  It's the promotion of great sales people into sales leadership positions. And it can cause problems:
a) Companies can lose great sales peo...
Posted in: High Performance Sales Sales Behaviours Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 2: Why do CRMs fail to deliver to the original objectives?

Posted by Tony Hall on 24 July 2018
Part 2: Why do CRMs fail to deliver to the original objectives?
Over the past few months we have spoken with twenty 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 com...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

CRM across Sales, Marketing and Operations

Posted by Paul Davenport on 17 July 2018
CRM across Sales, Marketing and Operations
CRM has traditionally been viewed as part of the sales and marketing domain however, the CRM should be seen as having the capacity to provide a significant contribution to the wider business through its application to sharing of information throughout the business. When information isn't ...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Growth Mindset Sales Leadership   0 Comments

Managing your Sales Pipeline - Why don't sales people use CRMs?

Posted by Ingrid Maynard on 10 July 2018
Managing your Sales Pipeline - Why don't sales people use CRMs?
CRM's.  They're an essential element to managing any sales team.  So why don't sales people use them properly?  And why is the wrangle to have a CRM with data integrity such a struggle for many sales managers? Here are 3 ways for sales leaders to address this...
Posted in: CRM High Performance Sales Sales Behaviours Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

Is your CRM Opportunity Sales Process Driving the Right Behaviors?

Posted by Tony Hall on 18 April 2019
Is your CRM Opportunity Sales Process Driving the Right Behaviors?
When setting up your sales process in CRM, there are several key issues that should be address...
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Effective Sales Managers - Part 3

Posted by Paul Davenport on 9 April 2019
Effective Sales Managers - Part 3
In my past two blogs we explored the importance of creating the right environment for sales te...
Posted in: Sales Behaviours   0 Comments

B2B customers should demand their suppliers articulate the value they can deliver

Posted by Tony Hall on 27 March 2019
B2B customers should demand their suppliers articulate the value they can deliver
The B2B sales environment is a dynamic market place with intense competition and high levels o...
Posted in: High Performance Sales Sales Behaviours   0 Comments
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