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Inside-Out Selling Released in Time for 2017 Sales Training

Inside Out Selling

Inside Out Selling – Sales training programs and sales books have not evolved as quickly as the marketplace you’re competing in.  If you’re managing salespeople, you know that there is a lot that’s “new” that salespeople must master in order to be successful in today’s marketplace. Prospects and customers are harder than ever to get … Continue reading

Example Value Words

Value Words for your Company Culture

What are your Values? It’s the end of the year and there are a lot of annual planning meetings going on over the next few weeks.  One of the fashionable activities is to craft a list of values, as a part of defining your culture. Here’s a handy list of good “value” words: Achievement Adventure … Continue reading

CRM Measures Engagement, not Just Activity

Customer Engagement Dashboard

Measuring salespeople’s performance is a journey, not a destination.   Measuring sales results is step one.  Step two is measuring sales activity.  Step three is the when CRM measures engagement. For most, just knowing the number of leads generated or calls made is a huge step forward.If you’re not measuring basic things like this, then … Continue reading

Organize Customers with Multi-Select Drop Downs

SalesNexus introduced new “multi-select” drop downs to organize customers in your CRM. Previously customers often created large “grids” of check boxes in order to track and categorize customers that required large amounts of screen real estate and made searching for lists of customers based on these categories complex. Now customers can be tagged with multiple … Continue reading

Annual Planning? Maybe a Gift for Your Sales Team

sales team planning meeting

This time of year really is insane!  Especially for salespeople and sales teams with annual planning etc! We all have holiday events to attend, gifts to buy and things to wrap up before year end.  However, sales teams inevitably end up trying to wrap the year with huge sales wins, while customers are checking out … Continue reading

Sales Team Survey Questions

Sales Team Survey Questions

You know its a great idea to survey your customers about various things.  Have you ever thought about surveying your sales team? Whether you’ve hit a sales growth ceiling, are entering new markets or planning new hiring, a survey can be a great way to be sure you clearly see the biggest challenges and opportunities … Continue reading

Accelerate Sales Podcast

Accelerate Sales Podcast

I recently had the opportunity to appear on Andy Paul’s Accelerate podcast. Andy is a great host with tremendous insights on making sales organizations hum.  He’s had his hands in the sales growth of businesses of all types and sizes and is just fun to brainstorm with. I’m also a big fan of Andy’s “Zero … Continue reading

Will Your Business be Trumped?

Presidential Election Analysis shows Data Key to Trump Win

The 2016 Presidential Election is just over and lots and praise is being heaped on the Trump Campaign’s data analysis team for spotting trends and focusing the campaign on key audiences. Clearly, the other side and essentially the entire punditry and polling establishment got it wrong.  It seems that no one outside of the Trump … Continue reading

The Ideal CRM Implementation Plan

Ideal Online CRM Implementation Plan

There are hundreds of CRM solutions available with a vast array of features for every type of user, industry and situation.  Yet half of CRM implementations fail to reach the goals management has for the CRM system. In most cases, CRM failure comes in the planning and implementation.  Too often, executives expect the CRM to … Continue reading

Essential Sales Metrics for Your Dashboard

Sales Metrics for Your CRM Dashboard

Everyone wants a sales dashboard, but what should be in it? Many online CRM solutions come complete with out of the box dashboards, but sales managers quickly find this generic information not specific enough to be actionable.  What you define as a lead will not be the same as for the next sales team. What … Continue reading

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