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    How does your CRM manage different opportunity types?

    How does your CRM manage different opportunity types?

    [This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave as if every sales opportunity was created equal? If your organisation is involved in B2B or transactional B2C sales, a “one size fits all” approach ...

    Video: 3 Key Sales Questions Every CEO Should be Able to Answer

    George Brontén of Membrain is one of the smartest people I know when it comes to the latest trends affecting complex B2B ...

    Video: Key Challenges Facing B2B Sales People

    I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the ...

    Podcast: The Foundations of Sales Effectiveness

    I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales ...

    Up-front agreements: the key to having productive customer conversations

    Business executives often report that they look back on the initial conversations they have with sales people and regard ...

    Stop striving for sales perfection!

    Given the inevitable complications and unique considerations involved in any complex sales environment, it’s hard to imagine ...

    What is your Customer’s Minimum Viable Problem?

    The concept of a Minimum Viable Product is common in the start-up community. It is normally regarded as an initial release ...

    Podcast: The Art, Science + Engineering of Sales Management

    I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb ...

    A tale of greed - and reckless disregard for the customer experience [updated]

    I hope you will forgive me this rant, but in addition to allowing me to vent my frustration, I believe the story contains ...

    Why you need a Vision Story and a Value Story

    The best sales people and the best content marketers are often great storytellers. They have the ability to craft compelling ...