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.
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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Ultimate Sales Executive Resource
MARCH 9, 2010
There is a lot written about the sales process these days: Dave Brock has written several pieces on the sales process recently. 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.
Understanding the Sales Force
AUGUST 20, 2012
Understanding the Sales Force by Dave Kurlan I don't usually write about technology and I am not a technology writer but I can't stand how ineffective and indecisive so many sales executives have become with technology! CRM - Landslide is still my favorite but I am reviewing some simple, new applications from other companies.
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.
Expert insights. Personalized for you.
233 
Let's personalize your content