And the Word Was Process
Senior management today is not looking to fire people and is not looking to buy sales automation tools. Senior management is looking for measurable, p…
Tag: Sales Process
Debug the Sales Process Now
For those of us who lived through the economic downturns in 2001 and 2009, we well know that telling the sales organization to “work harder” does …
How Do You Measure Up?
The first step to improving sales processes is finding ways to quantify what's happening, instead of what's happened.
Analytical Advances Unlock the ‘How’ of Selling
What sales professionals often struggle with, though, is how to accomplish these selling objectives. The main problem is that the how is always evolvi…
With Sales Effectiveness Down, Companies Should Rethink Their Sales Process
Looking over the past five years, there have been major innovations in our ability to collect and analyze both structured and unstructured data, and t…
To Get the Most from Your CRM, Pair It with Process
The key to making analytics work is having your sales force all doing things in a consistent manner. When that happens, you can gain clearer insights …
CRM Might Require an Internal Sale—to Salespeople
With the best-in-class CRM initiatives we have benchmarked over the years, specific things have helped drive adoption rates. But at the core is this u…