Account Forecasting LandSlide Marketing 
Sales Hacker
NOVEMBER 20, 2019
To beat the numbers, you need to avoid the “average sales culture ” where the generally agreed-upon method of orientation includes some marketing messaging and a quick, “Here’s your annual quota. New hires need extra help and attention because markets will be new, account books will be wonky, and rules will be confusing.
The Ultimate Sales Executive Resource
MARCH 9, 2010
Ardath Albee in her book “eMarketing Strategies for the Complex Sales” proposes a marketing flavored look on the buyer's journey. Landslide has a similar offering for building a sales process. Marketing makes claims to be more involved in the revenue gen process wanting to manage and qualified leads when they are 'ready to buy'.
Understanding the Sales Force
OCTOBER 23, 2012
CRM doesn't provide management with an accurate forecast. Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is focused on data and accounts rather than opportunities. CRM doesn't need to require much data, give salespeople too much leeway, or provide inaccurate forecasts.
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