Are you satisfied with your CRM? If not, maybe it’s you!

Are you satisfied with the way your salespeople are using the CRM you bought? Are you satisfied with the data that comes out of it? Are you satisfied with the degree of engagement between your sales managers and their front line direct reports? If you are not, and you want to fix that, where do…

Continue Reading →

How to guarantee that you’ll get the sales meeting

There are very few things in sales that are always true, but I’m pretty sure this is one of them: If a salesperson is not communicating with a prospect who might buy their product, then chances for a sale are very low. Of course there are marketing driven and automated / online repeat order situations,…

Continue Reading →

What is the one, single, most important thing about sales (Hint – it isn’t)

Here in what is called the Western part of the world, we have – as a culture – traditionally taken a reductionist approach to many of the questions we face in life: What is your favorite color? Which organ is failing and how can we singularly fix it? Who is the best rock band of…

Continue Reading →