Why have so many companies invested in CRM systems? According to the latest data from CSO Insights, the overriding goal for most sales organisations is to increase revenues - and yet only 19% of the companies surveyed believed that their CRM investments had achieved this. ...
Rick Page - in his book of the same name - reminds us that when it comes to winning Complex Sales, “Hope is Not a Strategy”. ...
Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...
Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the ...
Most sales people, and most sales managers, have been conditioned to believe that bigger pipelines are better, but there are ...
A recent study involving more than 200 organisations by Channel Dynamics has highlighted some of the key reasons why so many ...
How accurate is your sales forecast? According to the latest survey data from CSO Insights, less than 50% of pipeline ...
What does "go-to-market" mean to you? Many companies react to new challenges in their business environment by declaring that ...
We've all suffered from SP*M. But where did it all start? I thought you might be interested in this light-hearted history ...
Every sales funnel leaks, but some leak more than others - and unfortunately often in the most expensive places. ...
