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 doesn't need to require much data, give salespeople too much leeway, or provide inaccurate forecasts. Management should love it for the pipeline and forecast.

CRM 215

CRM PipelineDeals LandSlide GoldMine 215

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.

Hiring 65

Hiring Scale LandSlide Quota 65

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. Axel Schultze wrote in a recent blog post that our sales processes are old and suck. There is a Discussion going on on LinkedIn for several weeks now about what the right steps of a sales process are.

Sales Process 45

Sales Process LandSlide Lead Rank Sales Qualified Lead 45