We already know that it’s vitally important for a company to have and use a sales process, and for each stage of that sales process to have accurate metrics. Those broad steps in themselves will take a company well beyond the traditional methods of the past in which the successful sales process was not well ... Read Post

When sales force automation—otherwise known as CRM —was first around, it meant quite an investment. In addition to the CRM software solution, there was the requisite hardware, and extensive implementation and lengthy training ramp-ups. Computing the potential ROI (return on investment) was an interesting task, and using your computed ROI to make a compelling argument ... Read Post

Do you know how to measure your sales process? Are you wondering how the sales process measuring changed over the last decade? Having a reliable sales process is mandatory in today’s rapid-fire digital business climate. But simply having a sales process in itself isn’t enough: you need to be able to accurately measure progress through ... Read Post

A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close. Or to put it a different way – it’s your sales pipeline. A typical sales pipeline has the following five unique B2B sales process ... Read Post

The new virtual office model now proliferating through the business world means that company stakeholders are all working from their own locations, “coming to work” via cloud computing. It is certainly a radical change for all of us groomed in the 9-to-5 world of office cubicles in buildings—when we had to report on time, put ... Read Post

Through cloud computing the physical office is being phased out, making way for a virtual environment in which we all work from our own locations. At first glance this might seem like a rather lonely existence: gone are the jokes we can throw across the cubicle wall, the ever-present chatter by the water cooler, and ... Read Post

Your Buyers’ Cycle maps out the thought processes and decision-making stages your prospects experience as they make the choice of what and when to buy. Typically there are five stages: Sleeping: Here prospects don’t know they have an issue to solve. Realisation: Now prospects are aware of an issue and feel motivated to seek out ... Read Post

A prime part of the motivation for entrepreneurs starting their own businesses is usually the freedom from not having to deal with office politics. Ask anyone who has worked in an office, especially as a lower-level employee: it is never enough just to do a decent job. There always seems to be that one boss ... Read Post