Customer Acquisition Management, Customer Satisfaction, Jesubi, Programmatic Selling, Prospecting help, Sales Force Automation, Sales Management, Sales Persistency, Sales Productivity, Systematic Selling, Tribal Knowledge
Let’s face it sales force automation tools have been around for over 25 years now. If asked how they are used most companies would reply they are a repository of all our intellectual property of business contacts, activities and customer information. No question the industry has helped companies retain the knowledge base of contacts and [...]
Have you ever wondered why some sales teams blow their numbers out consistently quarter over quarter, year over year? In a discussion with a friend of mine we both agreed that the most successful sales teams we had encountered always had a culture of accountability. It usually started at the top and worked its way [...]
Most sales managers know that if they have 100 deals in the pipeline at the beginning of the quarter how many will close and how long it will take to work a prospect from the earliest stages of the sales pipeline through to closure. Unfortunately, very, very few sales people or sales managers have any [...]
9 years ago when I was the VP of Sales for Aprimo, Merrill Lynch was one of the accounts we were targeting as a potential customer. Aprimo sells an enterprise marketing automation solution and at that time there was not much awareness of the EMA, EMM or MRM space so there was a [...]
