Customer Relationship Management is the bane of most senior executives’ existence. It has been preached as the silver bullet for most of their careers, but is rarely executed. Why do 90% of these implementations fail? Why does sales hate every system? Why does marketing work around it? The answer is simple–we don’t start with a [...]

In sales we are constantly driven by performance and making our numbers. Unfortunately, this can lead to hoarding leads and over packing our sales pipeline with potential opportunities–disadvantaging our real opportunities and overall sales pipeline performance.
Here are a few of the techniques I use to pack a tight and productive pipeline (most of these pipeline [...]