How to Build a Sales Process Your Team Actually Follows
Map how your best reps already sell, define stages you can observe, and reinforce it in one-to-ones. Why most documented processes are ignored within a fortnight.
Posts tagged “Sales & CRM”
CRM Selection Guide: How to Pick the Right Tool for Your Team
Define what you need, evaluate on the things that decide adoption, and avoid the five mistakes that end with the CRM being ripped out a year later.
Deal Velocity: Why Fast Sales Cycles Beat Long Sales Cycles
A 30-day cycle and a 90-day cycle can close the same revenue, and only one gets paid in time to use it. How to measure velocity by stage and speed it up.
How to Actually Follow Up: Sales Automation That Doesn't Suck
Most reps under-follow-up rather than over-follow-up. The sequences, the timing, what to automate, and the breakup email that gets replies.
The Customer 360: Why Your Sales Team Needs One View of Every Customer
One record holding every interaction, contract, invoice and ticket for a customer. What goes in it, how to build it, and how to tell it is working.
Why Your Sales Commission Tracking Is Broken (And How to Fix It)
Commission disputes happen because nobody agreed what closed means. How to write the plan down, split credit fairly, and calculate from the deal record itself.
How to Forecast Revenue Accurately (Without Magic Spreadsheets)
Three ways to forecast from data you already have, how to combine them into one number, and the weekly rhythm that keeps a forecast honest.
The Art of Lead Scoring: Which Prospects Are Actually Worth Your Time?
Lead scoring ranks prospects by how likely they are to buy. The fit and behavior signals worth points, how to set the bands, and how to read the result.
Sales Pipeline 101: Building and Managing Your Sales Process
What a pipeline is, how to define stages and entry criteria, the weekly review that keeps it clean, and the five mistakes that make it useless.
What Is a CRM and Why Does Your Sales Team Actually Need One?
What a CRM records, the six problems it removes, the features that matter, and how it compares to the spreadsheet you are using now.