In Defense of the Sales Manager “What does my sales manager DO? Why do I even have one? It feels like they’re just here to micromanage us and approve expense reports!” This a pervasive view of middle managers that many have been posting about on LinkedIn and...
Startups, small and mid-size businesses have a common Achilles’ heel: lead lists and data enrichment services can get expensive quickly, but you need a constant feed of suspects to keep filling the top of your outbound funnel. So, how can you start prospecting once...
If you’re a salesperson and you use Salesforce.com as your CRM, you’ve surely noticed Trailhead…and you’ve probably ignored it. Do that at your own risk! As sales and marketing business users, we spend so much time focused on our book of...
If you’re using Salesforce.com as your sales platform and are not using Chatter as your communication hub, you’re not even coming close to recognizing the return on your CRM investment. IMPROVE SFDC AS A SYSTEM OF RECORD: Organizations using Salesforce only to...
Sales technology user adoption deserves constant attention, especially regarding your CRM system; it’s the single source of truth that becomes the baseline for sales forecasting, provides a predictable view for operational resource planning, and is a...
