Featured Blog Posts

Motivating Salespeople to Make Prospecting Calls

Getting salespeople to make their prospecting calls and getting salespeople to use the CRM are probably the two of the biggest challenges faced by a sales leader/manager. Ironically, the two objectives go hand in hand.  You can’t reach your sales goals without...

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Motivating Salespeople to Make Prospecting Calls

Catch Buyers Lying with Sales CRM

It’s easy for salespeople to see themselves as the conduit for all information instead of the sales CRM, marketing messages and other sources.  Likewise, it is almost impossible for a salesperson to fully appreciate how much information the customer is...

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Catch Buyers Lying with Sales CRM

Funnel Math using your CRM Solution

Is your CRM solution able to clearly break down the numbers that drive your marketing and sales funnel?  “Sales is a numbers game.” is true.  Sales performance is ultimately measured in actual sales numbers but, the meaning of the cliche is different....

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Funnel Math using your CRM Solution

Why Combine CRM and Marketing Automation

The benefits of combining CRM and marketing automation are tremendous and very profitable.  In fact, one of the primary reasons businesses decide to implement their first CRM solution is to get their customer and prospect list organized to enable email...

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Why Combine CRM and Marketing Automation

Your Customer’s Buying Process

What is the buying process your customers goes through?   It’s not because they saw an awesome presentation, it's because they have a need or a problem that is affecting them on an emotional level.  Even in business situations, people buy for emotional...

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Your Customer's Buying Process

2017 Sales Goals – Is Your Team On-Board?

Do your salespeople have goals for 2017?  Whose sales goals are they, theirs or yours? If your sales team hasn’t taken ownership of the goals you have for them, then you’re in trouble. If they don’t have the means to tie their daily activities to those goals...

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2017 Sales Goals - Is Your Team On-Board?

Finding Your Mission in Life – Sales Training

The best salespeople have a strong inner drive that keeps them motivated and hunting for the next lead, customer and order.  Investments in sales training are unlikely to pay off if the salespeople are not sufficiently motivated to learn, adapt and change their...

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Finding Your Mission in Life - Sales Training