Our previous two posts outlined some effective ways to increase the adoption of your CRM system by your sellers, who tend to hold such systems at arm’s length. We observed that, as the evolution of B2B selling becomes more complex, more advanced tools and habits are required to navigate today’s multi-layered sales processes. And we demonstrated how ... Read More >
For many sales organizations, the CRM system is the most misunderstood tool in the entire kit. Sales executives perceive it as an essential means of amassing customer information. Many sellers, however, view it only as a tool that allows their bosses to monitor their activity; hence, they engage only enough to meet the minimum requirement. How ... Read More >
It’s a sad tale familiar to most sales executives: your shiny new CRM system is held at arm’s length by the very sellers it’s designed to support. Why do so many sellers resist embracing the potential CRM systems offer? Let’s consider two viewpoints regarding CRM systems. What sales executives think: “This system will modernize and ... Read More >
Almost all typical sales training programs focus on knowledge sharing and not on skill development. With the increasing velocity of business and growing competitive pressure, traditional sales training is simply not keeping up. The problem with sales training Who has time to sit through a seminar instead of being out on the road or on the phone ... Read More >