Understanding the Sales Force

FEBRUARY 15, 2012

Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended. Margins are shrinking; sales cycles are taking longer. My rant is done.

CRM 233

CRM LandSlide Margin Cold Calling 233

Understanding the Sales Force

OCTOBER 23, 2012

Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem. Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is focused on data and accounts rather than opportunities. Company has archaic CRM.

CRM 215

CRM PipelineDeals LandSlide GoldMine 215

Sales Hacker

NOVEMBER 20, 2019

There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. In fact, it’s often less than the average 7-month sales cycle. In fact, it’s often less than the average 7-month sales cycle.

Hiring 66

Hiring Scale LandSlide Quota 66