Different Lenses, a regular feature of The Sales Operations Blog, is a series of blog posts that presents two different perspectives on how to tackle various sales challenges. By looking at a different problem each month, first through the lens … Continue reading
Different Lenses, a regular feature we are launching this month, is a series of blog posts that presents two different perspectives on how to tackle various sales challenges. By looking at a different problem each month, first through the lens … Continue reading
“Planning is bringing the future into the present so that you can do something about it now.” — Alan Lakein “In preparing for battle I have always found that plans are useless, but planning is indispensable.” — Dwight David Eisenhower … Continue reading
I’ve become an evangelist for sales operations and I’m embarrassed it took me so long. While I once thought of sales operations personnel as “necessary overhead, ” I’ve finally realized just how valuable they are. Seeing how much impact a … Continue reading
Today’s sales operations professionals have a wealth of solutions they can use to raise sales productivity. However, getting the most out of these solutions — often referred to as “Sales 2.0” tools — can be a challenge. Despite being touted … Continue reading
I just attended the Focus.com webinar, “Tactics to radically improve your sales performance” and my key takeaway was/is.. there is (still) nothing radical about selling. There is no silver bullet. Great selling is about blocking, tackling and getting the sales … Continue reading
Rewind 10 years, CRM systems were basic and used to track and manage sales contacts. Today, CRM systems do that and much, much more. Salesforce.com is a great example of a system that has evolved. Once touted as the best … Continue reading
Just like heaters and air conditioners, your sales or service CRM system needs annual maintenance. Often times, significant effort and planning takes place at implementation time, but we don’t take the time for ongoing fine tuning. Here is my recommended, … Continue reading
Warning! This is a mini-rant…. There are many valuable posts out there focused on how you can generate leads and increase sales by using Twitter. In addition, Twitter has been around for a number of years. So, it surprises me … Continue reading
When we think of the selling profession, we usually think of contacts made face to face or over the phone. However, a growing percentage of contacts are now completed via email…. Is your sales team prepared? The 2010, Inside Sales … Continue reading