An understanding of your sales pipeline alone is not enough to succeed in this age of social selling and content marketing. If you want to secure more leads and close more sales, you also need to understand your buyers’ cycle – and then interlink the two. Let me explain why… Read Post

Cloud computing technology is bringing about a whole new business CRM paradigm. Steel and glass buildings, oppressive cubicles, office politics and traffic jams are being replaced with reporting to work over the web, virtual companies with staff scattered throughout the world, and individual freedom to contribute and create as never before. Such an environment could never ... Read Post

It’s a brave new corporate world. Thanks to cloud computing, entire companies are now operating in virtual space. Physically executives and employees are scattered from one end of the Earth to the other, but no matter where they are they are working through the cloud—in complete sync, communication and coordination. For the sales force, this ... Read Post

The single biggest thing you can do to enhance the effectiveness and performance of your sales pipeline is to create a buyer persona. It’s a bold statement; so let me tell you why… Read Post

Throughout history, there have always been visions of the future. Jules Verne showed us submarines and flying machines long before they came about. Gene Roddenberry shared his vision of computers that would greatly assist in every aspect of an organization and even fully run some of them—and this has come to pass. Isaac Asimov described ... Read Post

What is a sales target? A sales target is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time. Here is the complete definition of a sales target as found on Business Dictionary.com. Setting up sales targets help keep you and your sales team focused on achieving ... Read Post

Explore the new role for the sales force in sales management and how the CRM is changing the role of the salesforce. As discussed in our previous blog posting, business has traditionally followed a military “top-down” model. It was only the people at the top making decisions; everyone else was simply expected to follow orders. ... Read Post

Companies today are abandoning the military-style corporate model that has been prominent since the end of World War II, in which only the leaders are expected to have ideas and others below them are simply expected to follow orders. This change is being felt in all quarters of an organization, and specifically in the sales ... Read Post