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What it Really Means When CRM Isn't a Sales Force Priority

Understanding the Sales Force

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
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The First 90 Days: From “In the Door” to “Successful Sale” in Record Time

Sales Hacker

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
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'Sales Process' Is In The Air

The Ultimate Sales Executive Resource

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.

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Solving the CRM Problem

Understanding the Sales Force

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. CRM doesn't provide management with an accurate forecast. CRM is not consistent with sales process. Company has archaic CRM. Salespeople won't use the existing CRM.

CRM 215