There are usually very few stakeholders within a company that are truly dedicated to the organization and its purpose, and those are usually toward or right at the top. To those further down it’s much of the time “just a job”—their real life and true ambitions exist outside and away from that company. They learn ... Read Post

One of the key reasons to use CRM software is because it empowers your business to nurture leads and convert them into sales – far more efficiently than you could do without this software. If you’d like some proof to back up this claim, here are four reasons why: Read Post

In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. There is good motivation for doing this: salespeople want to get those deals in for themselves and their companies, ahead of the competition which today can be quite fierce. But it can be seen that far more ... Read Post

Pipeline management can mean different things to different people. Traditionally it has meant utilizing various measurements and analytics to measure sales rep quota achievement as well as the requirement of reports (usually through the CRM application) from salespeople on their progress. Today forward-thinking companies are viewing pipeline management quite differently. They see the pipeline as ... Read Post

Sales is already an interesting game. Buyers must be skillfully shown their need for your product or service in such a way that they become convinced of it, and gently but firmly closed on the idea of having their company pay you money for it. But the factor of competition adds a whole other layer ... Read Post

Part of fully evaluating an opportunity is gaining a clear understanding of your prospect company’s decision-making process. On a broader scale, it is an integral and vitally important part of sales key account management. Sometimes the decision-making process is simple; for example, in smaller companies, the purchase approval might be signed off by one person and ... Read Post

This is an important question when it comes to any opportunity in sales strategies: Is the deal worth winning? In the very beginning of the life of a business it may seem that any opportunity is worth pursuing—and in the long run that may be true, whether or not that opportunity is profitable. While profit ... Read Post

A key factor in sales account management—and of course in opportunity management—is fully identifying a sales opportunity. That begins with answering some key questions about the opportunity itself. The answers can be researched by salespeople themselves or, probably better, by inside sales reps or sales assistants before an opportunity gets forwarded onto salespeople. That way ... Read Post