Category: CRM

Core Skills, CRM, Sales Management

Are You A CRM Master or Slave?

CRM (Customer Relationship Management) software made its way into the lives of sales professionals with the introduction of the PC software, ACT!, in 1986, and the client-server software, Goldmine, in 1989. The dotcom bubble took these apps online and soon spawned Salesforce.com - the 800 lb gorilla of the CRM industry. Instead of tracking customer contact information … Continue reading Are You A CRM Master or Slave?

Core Skills, CRM, Pipeline

Pipeline Management – Part 2: Managing Stages

Learn how to sell more by rigorously managing your pipeline of opportunities. Why is it that top performing sales people rarely struggle to achieve over-quota performance? Almost as by magic, these top performers have an abundance of qualified prospects which they easily convert to new orders, consistently exceeding their sales target every quarter - all … Continue reading Pipeline Management – Part 2: Managing Stages

Core Skills, CRM, Pipeline

Pipeline Management – Part 1: Terminology

Just as you can't manage what you can't measure. You can't measure what you can't define. Top performing sales professionals know that “closing the sale” is a result of the activities that precede it. Unfortunately, sales opportunities stall at various sales stages for a variety of reasons both within and beyond our control. Learn how … Continue reading Pipeline Management – Part 1: Terminology