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The firm establishment of a sales process, closely reflecting specific real-world sales actions that move sales from prospect to close, is vital to a company’s smooth operation and expansion. But not only is such establishment needed for salespeople and sales managers—it is also quite important for other individuals and departments outside of immediate pipeline management. ...

How can you increase sales effectiveness? Sales is a difficult job. If you don’t believe it, try it sometime. Try sitting at that desk, knowing that the actions you take, the decisions you make, could mean the difference between a nice, comfortable income and minimum wage for the month. That the way you approach the ...

How important is it for a company to have an know its sales process? It’s not just important—it’s crucial to sales coordination, management and company expansion. A company’s sales process is the precise series of steps through which a sale passes, from prospect through to close. A sales process could also be referred to as ...

Exactly isolating your sales process—the precise steps taken by your sales reps from prospect to close—is crucial to your company’s operation, and represents the foundation for pipeline management. But once you have done so, how can you then use that data to focus sales attention and predict future sales? This is the essence of utilizing ...

A CRM tool (Customer Relationship Management) is a vital resource for a company or corporation. Ideally, it is a management window into the current and future prospects of sales as well as their current activities. For sales, it is the method by which they track and report on each individual sale or prospective sale.

For 100 or more years, salespeople have been viewed in a certain, rather shady, light. They are pushy. They can be belligerent. They are demanding. They tend to balk at corporate structure and policy. They are “prim donnas.” They constantly have to be “reeled in.” Yet without salespeople, most companies will certainly not succeed. Sales ...

Does your sales process have a story? Are you wondering how storytelling can help your sales? The most powerful books are written by the best storytellers. That’s because they understand the power of a great storytelling. As a sales professional I find myself to be an author as well. Do you know why? It’s because when ...

Many times we are asked: “What is the difference between a CRM lead and an opportunity?” If you are asking yourself exactly this questions, then I will try to explain it in a very simple and easy way. Imagine yourself being a fisherman who is about to conquer the high seas looking for fish to ...