“If they’re not using the CRM, then you need to force them to use it or else we’ll start cutting their commission payments!” That was the answer a sales operations manager from a big company gave when another manager mentioned his reps weren’t keeping their CRM up to date. I had to laugh when I heard that, Read More
Closing large deals is the World Cup of sales. Your first $1 million-dollar deal won’t let you sleep at night. You’ll be running in circles coordinating all of the people, tasks and information you need to close. And it only gets worse as you get closer to D-Day, the final decision, where you find out Read More
CRM’s are meant to help sales people. After all, nobody sets out to design software that makes your job harder. And yet many CRMs do exactly that. In fact, according to a recent study by Merkle Group Inc., Up to 63% of all CRM initiatives fail. What’s going on? Why don’t CRMs actually help sales reps Read More
It doesn’t matter if you sell into Enterprise Companies or Small and Medium Business, we sales people do a hell of a job preparing the decision making, support clients to understand their benefits and show them how to get the quickest return. Still, we seem to have a big issue harvesting on all the hard Read More
Alec Baldwin’s classic monologue from ‘Glengarry Glen Ross.’
