Sales Outcomes B2B Sales & Marketing Insights

If you’ve invested significant time, effort, resources, and money to launch and deploy your CRM yet the ROI appears elusive or lower than you expect, it’s time to...

If your organization’s frontline sales manager can view in your CRM the amount of time an Opportunity dwells in its current sales stage, you’ve taken the first step...

Regular sales training is essential for most organizations that want to generate new revenue opportunities and beat the competition more often. However, most...

“Work expands so as to fill the time available for its completion”

– Cyril Northcote Parkinson

I’ve seen companies large and small fail to justify expensive...

“Dude, suckin’ at something is the first step to being sorta good at something.” — Jake, “Adventure Time Cartoon”

The past few months we conducted several training...

Have no fear of perfection — you’ll never reach it. — Salvador Dali

Customer and prospect contact data is frequently imperfect or incomplete.

You can’t let that...

…and Sales Team Success is made on Pipeline and Coaching calls.

Last week I was in the gym about to start my workout and I passed a table of promotional...

Pipeline management and forecasting are different, yet we see many firms focus most of their attention on the forecast, at the expense of pipeline management.

The...

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I need to confess that at times I wish the telemarketers that continuously...

Every client we work with invests significant time and resources to help their sales and marketing teams present and sell value to current and prospective customers.