Understanding the Sales Force

FEBRUARY 15, 2012

Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended. Margins are shrinking; sales cycles are taking longer. My rant is done.

CRM 235

CRM LandSlide Margin Cold Calling 235

Understanding the Sales Force

OCTOBER 23, 2012

Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem. CRM doesn't provide management with an accurate forecast. CRM is not consistent with sales process. Company has archaic CRM. Salespeople won't use the existing CRM.

CRM 215

CRM PipelineDeals LandSlide Forecasting 215

Sales Hacker

NOVEMBER 20, 2019

There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. In fact, it’s often less than the average 7-month sales cycle. In fact, it’s often less than the average 7-month sales cycle.

Hiring 88

Hiring LandSlide Scale Quota 88

The Ultimate Sales Executive Resource

MARCH 9, 2010

There is a lot written about the sales process these days: Dave Brock has written several pieces on the sales process recently. Ardath Albee in her book “eMarketing Strategies for the Complex Sales” proposes a marketing flavored look on the buyer's journey. Landslide has a similar offering for building a sales process.

Sales Process 45

Sales Process LandSlide Lead Rank Sales Qualified Lead 45