Most CRM implementations focus heavily on the software. Companies spend time evaluating features, configuring fields, building workflows, importing data, and creating reports. All of those things are important, but they are only part of the equation. The reality is that CRM success has always been more about people than technology. Over the years, I have
Companies spend a tremendous amount of money on sales training. They bring in trainers, send salespeople to workshops, buy books, subscribe to online courses, and invest in countless other resources intended to improve sales performance. Yet if we’re being honest, much of that training fails to produce lasting results. Why? I don’t think it’s because
I could also add … “What the hell have you been smokin’?!” If you have been in sales for as long as I have, you have likely come to the conclusion that not all pipelines are created equal. While a few may be accurate, it seems that the vast majority are based on … wishful
As a professional salesperson, one of your key skills needs to be having the ability to think while on your feet. You have to be able to respond correctly, and quickly, to the unexpected. In fact, being able to do so is a point of pride. However, as Mike Tyson once said … “Everyone has
I’ve always been one of those salespeople who prefers to pick low hanging fruit wherever, and whenever, possible. Why climb tall trees if you can avoid it? Then, after all that, you get to the top only to find … no fruit! I started my B2B sales career knocking on doors. 30 cold calls per
I tend to be a CRM purist. While the lines between sales, marketing, and customer service have certainly blurred, I continue to see CRM as a sales-first tool. A see it as a vehicle to help me to sell more stuff and I use, I and represent, Nimble CRM to accomplish that goal. Here’s how
