What is this MEDDPIC thing?

MEDDPIC is a sales methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, and Champion.

MEDDPICC is a sales methodology based on qualification for complex, enterprise, Business to Business sales. MEDDPIC is Read more

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Who does your Sales Forecasting & Why is it Critical?

Sales forecasting is a real and age-old challenge for companies regardless of industry, product, or service. It entails estimating what your future sales will be based on past data and company strategy. Many complete an annual top-down strategic Read more
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5 Easy Ways to Tell it’s Time to Change your CRM

Five easy ways to tell its time to change your CRM, or not.It has been said that Change is the hardest thing to do and companies tend to stick to their old software choices even when it isn’t Read more
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Leads Withering on a Vine

All of us have heard the complaints about lead generation and felt the pain of less than hoped for sales. “The old methods don’t work” … “Buyers are jaded” … “Sales teams need to work harder”. But Read more
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Get More From Salesforce.com for Free

With a large proportion of US businesses now firmly entrenched in the salesforce.com camp with regard to CRM, I thought I would suggest a few ways that salesforce users can get more from their system without necessarily needing to Read more

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Why you should outsource your Salesforce.com administration

Salesforce.com - A Key Piece if you ever want to Sell Your Business

Outsourcing Salesforce support is almost always a better option than hiring a staff person.

  1. Cost savings: Outsourcing Salesforce support will be more cost-effective than hiring a dedicated staff person – through outsourcing you only pay for the support you Read more
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Mobile Responsive – What Does It Mean?

It is no secret that in our lives today, we use our phones more than any other device. According to Statista, there are nearly 4 billion global mobile phone users and these mobile phone users are responsible for over Read more
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What makes a ‘top’ sales performer?

What makes a ‘top’ performer? It is an interesting question and at first glance it would be easy to provide a list of “How to Sell” type answers but you will be able to source great answers to Read more
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Woo Hoo! You Just Won your A Round Startup Raise! “What does your VC really want you to do next?”

Wow – if you’ve been part of raising any round of venture capital you know how freaking awesome that feeling is that someone (any VC/Angel/Investor) is willing to bet on your idea and your team!

Champagne corks pop and Read more

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How Do You Know If You Need A CRM?

It seems like everywhere you look CRMs like Salesforce, Oracle, Microsoft, Hubspot, Sentia all espouse the benefits of CRM, but for those of us who don’t already use a CRM how do you know when it’s time to start Read more
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