Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

We all know the struggle. The CRM report comes out and you stare at it, willing it to easily give you the information you need to cultivate leads and foster higher performance in your sales reps.  Here, Jason Jordan, Partner at Vantage Point Performance, tells us how to avoid the CRM thousand-mile stare.   What is the biggest pitfall sales managers fall into with their CRM too ...

Process vs. Technology: Which Comes First in the Battle for Sales Productivity?

  Running a sales team takes a great amount of balance between process and technology, especially now that technology is such an integral part of a sales team's tool set. The catch is that less than a third of sales organizations have seen an adequate ROI from their investments in sales technology, even though most companies will prioritize investing in sales technology over the ne ...

Is Sales Enablement Making Salespeople Stupid?

Doh!Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sal ...

Why CRM Will Never Be a Strategic Advantage

    CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology.  From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophistica ...

Is the “Cloud” Nebulous to You?

  You probably know what it is, but do you know why the Cloud matters to your sales organization?   The Cloud has changed how buyers buy, how employees work, and how sellers go to market. Everything is faster. There is an expectation of instant gratification. With this shift, the way we think about selling and sales management must evolve.   Techno ...