CRM systems were thought to be the Holy Grail of business process improvement. For much of an organization, they are a great way to manage all the details for any given customer account. However, ask any sales rep about their customer relationship management (CRM) platform and you’ll likely hear a lot of groaning and complaints. …

In a sale, even when you know who the stakeholders in the buying group are and what each brings to the table in the form of needs, biases, and personalities, your work is not quite done. The task of communicating the right information to each stakeholder still lies ahead. Changes to the buying group have fundamentally altered …

3 Fundamental Steps for Making The Number in Complex Sales The one thing that has always been a major concern for B2B sales organizations, if not the major concern, is making the number. Of particular concern to the CEO’s and sales leaders I speak to is the inconsistent and unpredictable performance of their sales teams. They don’t …