How sales can stay on top of the customer buying cycle

Published on January 16, 2012

In this post we look at solving the critical business problem of managing the customer…

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Why you should put some sales tasks on auto-pilot

Published on October 24, 2011

For any airplane pilot, the auto-pilot is a valuable companion. It can automate routine tasks such…

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Moneyball: Lessons for putting together a winning sales team

Published on September 23, 2011

The movie Moneyball opens today to some great reviews such as this one at Sports Illustrated. I…

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How predictive analytics adds value during & after selection of your CRM system – Part 2

Published on August 25, 2011

Yesterday we posted the first tip of how to use predictive analytics to make your…

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How predictive analytics adds value during & after selection of your CRM system – Part 1

Published on August 24, 2011

Customer Relationship Management (CRM) systems are the currency of customer-sales interactions. Effective, simple CRM software helps…

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Hot Leads Handle with Care

Caution: Leads may be hot. Handle with care.

Published on July 13, 2011

When you change your lead scoring and lead delivery using predictive analytics, don’t forget to train…

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Three tips to making the difficult calls to B2B customers

Published on June 28, 2011

This post was inspired by a recent entry on The Sales Blog that discussed how it’s…

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What to do when your sales reps think good leads are bad

Published on June 13, 2011

Inside sales teams are at it every day, making thousands of calls to prospects, seeking an appointment…

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5 ways sales can benefit from marketing automation

Published on April 25, 2011

Marketing automation has evolved over the last decade from typically managing a single channel (direct…

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Customer Retention: It’s not too late to catch that pass

Published on January 29, 2011

I was rooting for our hometown Chicago Bears team in the NFC championship game last Sunday…

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