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By the time a company is implementing a CRM solution, much has transpired. Traditionally, the IT department has researched various CRM applications, has obtained requirements from various concerned departments and personnel in the company, has pitched the solution to executives, has obtained purchase approval, and is now putting the application to work. Now comes the crucial operation: ...

As you know, a sales process is a systematic, repeatable series of steps that map out and track interaction with your prospects from their first point of engagement with your business through to a close. Now, if you’re responsible for sales, one of the most valuable tools you have at your disposal is your sales process. That’s ...

Recent statistics that have been making the rounds in sales strategy seminars seem somewhat alarming: that 70 percent of buying decisions are made in advance of ever contacting a salesperson; and that 57 percent of the buying process is completed prior to engaging with any sales rep. If a buyer is so educated by the ...

We had a great 2013 and we are on target to make this one even better… With a great start to this year and last year behind us, it is time to look forward. We are still firmly set on our path of commitment to provide even more educational methods and to assist salespeople. Our ...

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. ...