Companies today have a strong need for lead prioritization. While technology has certainly come a long way when it comes to lead management and prioritization, sales leaders must not rely on it alone. Smart systems can help, but they won’t save you if you have a defective sales process. Recently I’ve had the honor of…

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Sales reps only spend 36.6% of their time actually selling, and only 18% of their time using their customer relationship management software (CRM), shows new research from XANT labs. The study makes it evident CRM’s are not enough to answer the modern salesmen’s needs, who are consistent in moving onto other technologies to help with…

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If your definition of success is high levels of sales and revenue, then you are naturally bound—even held hostage occasionally–by your customers’ demands. When success is defined largely by monetary gain, you don’t get to create your fans (read: customers), they create you, and the second you forget this fact, you’ve lost. We hear of…

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