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Sales analytics and sales forecasting are vital not only to the survival of a sales department but to an overall company as well. Unfortunately, by actual statistic, sales forecasts—along with closing rates—are generally off by a considerable margin. Here are 6 key factors that, if implemented, will go a long way to greatly improving the ...

Are you wondering how to empower salespeople to be entrepreneurs? Last month, it was a great pleasure for me to be interviewed by Jim Obermayer from SLMA Radio. In this show you can find out why I decided to write my last book “salespeople embracing it all” and what do I mean by that; why we build ...

Are you looking for a right CRM system for your startup? Do you know how important is to have a sales process that follows your ideal prospects from start to close? In this article, you will learn how to develop a sales process and choose the CRM system. With a startup, an entrepreneur or several ...

Traditionally, sales forecasting has been done by the sales manager after lengthy consultation with sales reps. The sales reps are providing information based on their own estimations of what is in their sales pipelines and what they think they can close. The sales manager is then modifying that data (probably on the conservative side) and ...

So you think you have a great idea for a new business. You are inspired by the fact that your friend or your college roommate or that cousin you have not seen in seven years just launched a startup after receiving angel funding or being accepted into your city’s best accelerator. After thinking about “going ...

What makes a successful sales force? Should your sales team reflect the CRM Solution, or vice versa? That might sound like a ridiculous question—but a recent article in a leading business publication (we’ll spare them the embarrassment of revealing their name) actually stated that, in order to get a CRM solution fully into use by ...

Who is a CRM software solution for, really? Who is it that actually creates customer relationships in the first place? That’s right, it’s the sales force. It could be the title of a really bad horror movie, but oftentimes the reality is even worse than a Hollywood b-film. A company adopts and implements a CRM software ...

A sales team is vital to a company’s well-being. Without it, customer relationships don’t get forged, products and services don’t get sold and the enterprise doesn’t succeed. Hence a company places a great amount of pressure on sales reps to make their quotas, work those leads, and get those closes. Sales reps expect that pressure—it ...