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Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It? As we’ve been discussing, salespeople (aka “entrepreneurs within the enterprise”) operate knowingly or unknowingly within a set of precise economic principles. While you might consider that economic theory is something best left to professors in university ivory towers, in ...

One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. Now, there are a number of reasons for this: For example, the prospect may fall outside your buyer persona description, or they may not be the decision-maker. They may have entered your sales process ...

“Why would a CRM solution have a philosophy?” you might ask. “Philosophy is for heavy thinkers in ivory towers. We’re a company with salespeople. We just want to close deals and move on to the next one so we can make our targets.” But stick with us—you might learn something that could greatly help your ...

Who within a business should own the process of sales enablement? Sales and marketing departments probably spring to mind, and when you look at what sales enablement actually is, you can understand why. In this blog, we’ll explore three important ways marketing departments can go beyond lead generation, to proactively support sales to close more ...

One concern that can come up in deciding on whether or not to move to a cloud CRM solution is, “Will we be able to customize CRM?” Since cloud solutions are generally SaaS (Software as a Service) solutions, the worry is that since it’s not going to be in-house, it’s only going to be provided ...

If you’re in business, one of your primary objectives is, of course, to grow. The expansion is a wonderful thing, but it also carries several inherent problems. As you grow, you need more staff. You require more space if only to park those new employees. If you’re in the manufacturing sector, you may need additional ...

A prime concern with companies contemplating the move to a cloud CRM solution is: will my data be safe? With data being potentially stored off-shore, potential data ownership issues, and even concerns over safely transferring data, it certainly isn’t a minor issue. But as with other cloud CRM concerns we’ve been addressing in this series, ...

For many years, a CRM software solution has been considered something separate from other vital sales tools—tools such as a sales process, email, web services and, lately, social media platforms. This prevalent consideration has been aptly illustrated by the fact that for salespeople, entering data into CRM was yet another cumbersome administrative task carefully designed ...