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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 ...

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 ...

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 ...

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 ...

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 ...

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 ...

Trade shows and exhibitions tend to be one of the most expensive forms of marketing. And because of the costs incurred, many businesses are deterred from exploring the opportunities they present in any real seriousness. This could be a mistake. That’s because with the right approach and strategy, trade shows and exhibitions can become lucrative ...

The fine blending of skill and automation can be illustrated with drivers and automobiles. In the early part of the twentieth century, for example, “automation” was crude: many cars had to be started by cranking them from the front. Once started, the driver had to know where the gears were, how to operate a clutch, ...