If it’s not in the CRM, it didn’t happen

Did you ever have one of those managers who believes in: “If it’s not in the CRM, it didn’t happen”?

As a sales person, I am used to getting hassled about keeping the CRM up-to-date. Sure, it’s understandable. I’m the most direct…

What would your sales wingman do?

These last few months, we interviewed 100 people directly involved in B2B solution sales. We talked to salespeople ranging from account managers to sales managers and VPs. The common factor was that all our interviewees had some hefty revenue objectives to meet. We…

New release, new heights

It’s been hectic! We rolled up our sleeves and interviewed 100 salespeople. Why? Because we love to get our…

Does sales still matter?

Remember the days when we in sales determined and controlled the flow of information in customer interactions? We…

The trap of sales assumptions

In sales, we are constantly qualifying. We want to have meaningful conversations about what really matters. We are uncovering our customer’s problem. Digging deeper. Understanding the customer’s needs. Asking the question underneath the question. Discovering our customer’s…