12 June 2018

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

by Ingrid Maynard
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...

29 May 2018

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Improving CRM adoption

by Paul Davenport
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...

18 April 2018

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Capturing the right insights in your CRM

by Ingrid Maynard
The bane of any sales managers' life is getting their sales teams to update the CRM! The next challenge is capturing the right insights. Once salespeople see how this very action can help them, it has the highest probability of not only being done, but of being done well. Here ...

Recent Blog

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.  S...
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...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments
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