When companies purchase CRM systems like salesforce.com, they are investing in the idea that if they can just measure what’s happening in the marketing and sales process, they can motivate what matters. They could: Create alignment to their growth plans. Quotas go up every year, but that doesn’t mean marketing spend and staffing does too. Leaders need...Read More
Sales leaders in industries with long sales cycles are oftentimes plagued with dramatic swings in forecasts, months in between progressing sales stages and sizable competitors. Here are a couple of sales contest ideas to address each of these challenges and help break up that sales cycle, optimizing key points along the way. 1. Forecast Swings Do you...Read More
Ever find yourself facing a tough question from a prospect very early in your discussion? Or maybe you’ve been rushed through the beginning stages of your pitch, so they can readjust the starting point to something they haven’t already researched on their own? There’s no doubt the amount of savvy technology buyers has increased dramatically...Read More
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