Partners in Excellence

SEPTEMBER 19, 2013

We know managers often do terribly dumb and mindless things. But don’t let their misinformed approaches to CRM limit your ability to maximize your own personal productivity and effectiveness. Where else can you easily track everything that’s happened with all your deals, prospecting, email and other campaigns?

System 92

System CRM Revelation Territories 92

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Partners in Excellence

JUNE 6, 2018

Clearly the flaw in this thinking is that while any one customer will spend a very small part of their time with a sales person, sales people must invest their time with lots of customers! Often, this falls to Sales Ops, Sales Ennoblement and Sales Management. I’ve ranted for too long.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Gong.io

JUNE 19, 2018

Cause we’re going to look at the types of conversations you’re having across the sales process, and how to succeed in each one of them. Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Prospects talk uninterrupted for 3.5 We were too.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Gong.io

JUNE 19, 2018

Cause we’re going to look at the types of conversations you’re having across the sales process, and how to succeed in each one of them. Step 1 – Prospecting: Get the First Meeting of the Sales Process. Prospecting is your first step in the sales process. Prospects talk uninterrupted for 3.5

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48