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Boardroom Insiders Executive Profiles Blog

Getting Back to Basics

Posted by Sharon Gillenwater on Feb 14, 2017 5:26:28 PM

You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales enablement tools your company has spent millions on to help you be more productive. At least that’s what your organization hopes is happening.

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Topics: Sales Enablement, Sales Readiness, CRM, Sales Leadership

Are Your Prospects Dating Your CRM?

Posted by Sharon Gillenwater on Oct 15, 2015 5:19:10 PM

You wouldn’t use a CRM to court a potential romantic partner. So why do you rely on so much to build a sales relationship?

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Topics: Sales Readiness, CRM

3 Crucial Takeaways from Your Marketing and Sales Systems

Posted by Sharon Gillenwater on Jun 29, 2015 8:10:00 AM

Customer Relationship Management (CRM) systems enable you to compile details about leads and customers so you can target them more effectively. Unfortunately, many companies that invest in CRM technologies are not using them to their fullest potential. When used properly, CRM systems can help you develop a customer-centric approach and a communications cadence that will maximize your opportunity for success. Here are 3 reasons your CRM system is one of the most valuable tools in your sales arsenal, and how you can make sure you are leveraging it to its full potential.

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Topics: Enterprise Marketing, Sales Enablement, Enterprise Sales, CRM, Customer Intelligence

Is Your CRM Sabotaging Your Enterprise Sales?

Posted by Lee Demby on Sep 4, 2013 3:15:00 PM


Recently sales leadership guru Lisa McLeod posed the provocative question, "Is Your Sales Force Being Sabotaged By Your CRM?" In her article on Forbes.com, McLeod compares and contrasts the habits of two sales people. One, she says, is having mediocre sales calls because his CRM is focused "on information important to his company (pipeline, revenue projections, close date, etc.) versus information that is important to the customer." She continues:

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Topics: Enterprise Sales, CRM, Customer Intelligence, Fortune 500 Executives, Executive summary, C-Suite

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