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In recent articles we have been discussing the depth to which the ROI of any potential CRM solution purchase must be explored. We have emphasized the importance of surveying everyone in the company who will be interacting with it, with special attention being given to measuring the impact on and empowerment of your sales force. ...

Retirement services is a very specialized industry. You are assisting individuals in planning the security of their retirement years—the time in which they will no longer be working for a living and will depend on maximized investments to fully support them. Retirement services sales is, to say the least, a demanding occupation. On the one ...

The recent shift in consumer buying habits is a game changer for all types of sales reps. To summarize, sales reps have lost much of their control over the early stages of the buying journey. And the reason is simple – the way consumers make buying decisions has changed. Instead of turning to sales reps ...

Did you know, there’s huge profit potential waiting to be exploited in your business. All you need to do is create alignment between your sales and marketing departments. Let’s explore why…

According to an article on Forbes.com: “50% of B2B sales staff keep missing their quotas!” That’s half your sales force. But what’s the reason for this apparent poor performance? If you ask sales, they may blame marketing for generating rubbish leads. And if you ask marketing, they’ll probably argue that sales don’t try hard enough to close. ...

In recent articles we have been covering ROI (return on investment) as regards a CRM tool. Computing ROI for CRM is a much more in-depth undertaking than for many other software solutions. When the full impact for CRM isn’t researched for every portion of the company that will interact with CRM, the company pays handsomely ...

Sales forecasts are a vital component of any business. In order for a company to survive let alone succeed, sales forecasts must be as accurate as possible. Such forecasts usually originate in the sales department, but their influence goes well beyond Sales: they are utilized for a company’s financial projections. To the degree they are ...

The factor of competition must always be figured into sales strategy. In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril. Ancient Chinese military philosopher Sun Tzu famously said, “Keep your friends close and your enemies closer”—and it’s just as true in ...