Lead generation is a primary activity of any company, for without leads there are no sales. Not only do marketing departments (and in some cases sales forces directly) pay very sharp attention to lead generation internally, but to the outside sourcing of them as well. The provision of quality lead generation is a million-dollar business ... Read Post

A very popular movie amongst salespeople is the 1992 film Glengarry Glen Ross, a tightly dramatic examination of several veteran salespeople struggling to keep their jobs. One chord is struck with any salesperson who’s ever seen this film: It’s all about the sales leads. A generous portion of the story is wrapped around these sales ... Read Post

Looking for a new CRM system for your company? Define your terms first! If you would argue with me, first define your terms! This famous challenge was first made by French philosopher Voltaire way back in the seventeenth century, yet it finds complete applicability today—especially when it comes to the specification and selection of sales ... Read Post

Sales reps often complain that traditional, cumbersome CRM systems benefit sales management, not the sales force. What the reps can’t see—simply because they are not there—is that sales management is suffering because of these CRM systems also. Due to sheer numbers of personnel, transactions and demands, a sales manager’s job can be seriously complex and ... Read Post

One important reason to invest in a CRM system, is to increase the efficiency of your sales process. As you know, with the right CRM, you can manage your contacts, track prospects as they move through your pipeline and access analytics and management tools to plug leaks and drive sales. What’s more, because most modern ... Read Post

We’ve all been there. A sales forecast is done and a corresponding sales quota set for a quarter or a year. About four-fifths of the way through that sales period everyone realizes that without a few miracles the quota will not be met. In the last few weeks, miracles are indeed brought about—and the sales ... Read Post

Fact. Without leads, there are no sales. Which means if you want your B2B organisation to thrive, you need to have an effective lead generation strategy. And with so many options to choose from, how do you decide what’s right for you? For sure you could stick with traditional strategies such as cold calling (which ... Read Post

Are you looking for a CRM implementation guide to ensure that you don’t miss the crucial elements of a successful CRM solution implementation? All too often a company purchases a CRM solution, implements it, and gets everyone using it—without having taken some very necessary steps beforehand. It then comes as kind of a nasty surprise ... Read Post