The Sales Signals We’re Ignoring Could Be Worth Millions
We’ve all heard the line, “If a tree falls in a forest and no one is around to hear it, does it make a sound?” It typically leads to discussion on observations and perception, and the idea that if something is not heard, is it even there?
Now, let’s apply it to sales. “If data about your customers and prospects isn’t entered into your CRM, does it even exist?”
I asked this question recently to a handful of sales executives and the answer was “we have mandated that all info needs to be entered into the CRM, but quite frankly, the reps aren’t doing it.”