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Five Characteristics of a Robust Sales Process

Five Characteristics of a Robust Sales Process

Sales Management / Mar 25, 2014 / Richard Young

Your sales process is arguably the most important tool you have at your disposal to empower sales reps to achieve their quota. In sales, a generalised aim is to convert a lead as quickly as possible. That’s because research shows that the longer a lead hangs around in your pipeline, the likelihood of it converting ... Read Post

When Should You Replace Your CRM System?

When Should You Replace Your CRM System?

Sales Management / Mar 22, 2014 / Todd Martin

Your CRM system has been in place for several years, and countless hours have gone into implementation, training, tweaking and campaigning for its use. Management has been able to use CRM, at least to some degree, to track sales, and other departments such as tech support and customer service have been using it as well. Read Post

Sales Management in B2B: Insight Selling

Sales Management in B2B: Insight Selling

Sales Management / Mar 18, 2014 / Nikolaus Kimla

A radical change is occurring in the world of B2B sales. With 65 percent or more of the buyer’s journey having happened before a buyer ever speaks with a salesperson, it is clear that the era of lead, qualify, pitch, close is rapidly fading. With buyers who have already educated themselves on their issues and, through ... Read Post

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