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While everyone is making predictions for 2019, I’ll go ahead and make some for something very near and dear to my heart: CRM. For in the incoming year I see some major changes for CRM both for the product and for the companies using them. Company Operating System To start with, CRM is moving more ...

There isn’t a salesperson alive who isn’t thinking about making their year-end quota right now. For those of you who are on a calendar-year sales cycle, you’re either resigned to the fact that you are not going to make quota, still hoping and praying for that one more deal to close, or you’ve already made ...

You’re already familiar with the benefits of personalized communication for your brand. Customers are good at detecting mass-marketing campaigns which makes them ineffective, at least for the majority of businesses. If you’re looking for a response from a customer, you’re better off tailoring your marketing content to more specific segments. The best strategy to personalize ...

As we close out 2018, let’s take a look at the path ahead for salespeople. I’ll knock some earlier predictions on their head, and make some of my own—and point out the challenges that sales must overcome if they’re to succeed in the coming year. Sales Job Predictions There have been some dire predictions in ...

There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ...

Come January 2, you might notice a huge drop in profits. Smaller businesses in particular have a tendency to suffer losses in the first month of the year because of slow sales. If this sounds like what you’re expecting to happen the day after New Year’s, then start preparing your online business today so you’ll ...

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ...

Sales and marketing professionals are so bombarded with data and information today we need technology to help us sort it all out. One powerful aid to that mission is visualization – simply because the mind processes visual data many times faster than written or verbal data. This makes sense. Going all the way back in ...