In many articles, books, seminars and webcasts over the last few years, the “sales process”—also known as pipeline management—has been repeatedly emphasized. Pipeline management, using flexible pipeline management software, means ...
Today, savvy salespeople are learning that a great sales pitch and some information on the target customer’s company and their needs, will no longer simply cut it. Today’s account management ...
When allocating a budget in an enterprise, sales automation often takes somewhat of a back seat to other matters. While the causes for this are many and varied—and fodder for ...
It’s a pleasure for me to present you my newest book Salespeople Embracing IT All, a new book that provides revolutionary sales-empowering concepts now being utilized by forward-thinking companies. The Renaissance ...
Traditionally, sales and account management has been done from somewhat of a distance. With some understanding of a prospect’s needs, a salesperson would contact a buyer, and while qualifying them ...
It is a new age of sales. Instead of a salesperson making a pitch and “hoping it sticks”, it is all about salespeople digging in and really find out about ...
Much has been written (and spoken of) regarding the need for an accurate sales process—also known as sales pipeline management. Pipeline management means having your sales cycle from lead to ...
In order to succeed—let alone survive—the field of account management must be dynamic. This is now more than ever a fact, considering that the internet has become part and parcel ...
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