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It’s an age-old argument that still persists today: is sales an art or a science? The old timers will firmly argue the former, and the modern-day salesperson armed with the latest iPhone and steeped in technology will often argue the latter. It will be found that both are true for a sales force—but only in ...

A sales process (or sales pipeline) is the journey sales teams take prospects on to encourage them to become a customer. A typical sales pipeline has the following five b2b sales process stages: Prospecting stage: This stage uses lead generation strategies to find suitable prospects. Qualify: Once a lead has been found, it needs to ...

We already know that it’s vitally important for a company to have and use a sales process, and for each stage of that sales process to have accurate metrics. Those broad steps in themselves will take a company well beyond the traditional methods of the past in which the successful sales process was not well ...

When sales force automation—otherwise known as CRM —was first around, it meant quite an investment. In addition to the CRM software solution, there was the requisite hardware, and extensive implementation and lengthy training ramp-ups. Computing the potential ROI (return on investment) was an interesting task, and using your computed ROI to make a compelling argument ...

Do you know how to measure your sales process? Are you wondering how the sales process measuring changed over the last decade? Having a reliable sales process is mandatory in today’s rapid-fire digital business climate. But simply having a sales process in itself isn’t enough: you need to be able to accurately measure progress through ...

Through cloud computing the physical office is being phased out, making way for a virtual environment in which we all work from our own locations. At first glance this might seem like a rather lonely existence: gone are the jokes we can throw across the cubicle wall, the ever-present chatter by the water cooler, and ...

Thanks to cloud computing, it’s a new virtual business world. Instead of being cramped into office cubicles and subject to rigid schedules and office politics, employees, managers and executives alike are enjoying the freedom of executing their jobs through the cloud—from wherever they may be and whenever it best suits them. This new model has ...

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 ...