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. Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is not consistent with sales process. Company has archaic CRM. CRM is too expensive.

CRM 216

CRM PipelineDeals LandSlide Forecasting 216

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 70

Hiring LandSlide Scale Quota 70

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. In this post, you’ll learn those sales coaching techniques.

Sales Coaching 121

Sales Coaching Coaching Top of Funnel Call-back 121

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