Our expert business blog offers insight into CRM Software trends and best practices. Browse our articles for quick reads, advice, and guidance on all matters CRM.


Achieving Revenue Growth

CEB published research in 2011 indicated that 57% of the buyer’s journey is completed before a sales person is actively involved. Today, the trend has

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Retaining great sales talent

Finding great sales talent isn’t hard. The real challenge is retaining great sales talent. Assuming you have a good company culture, you’re respected in your

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Measuring Sales Performance

It is imperative that we measure all aspects of sales and more importantly, our sales people’s performance so they can truly understand their job, and

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Sales efficiency

All businesses face opportunity costs. In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not

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Sales incentive plans

Most organisations link some portion of salespeople’s salary to a sales incentive plans. For example, they pay a commission on the revenues or a bonus

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High-performing salespeople

What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%? Recent research carried out by Harvard Business

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Great sales leaders

Every salesperson knows the quality of their sales manager will have a profound impact on their own success. A recent study by Harvard Business Review supports this

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B2B Salesperson

“Death of a B2B Salesperson,” A recent report by Forrester Research, found that by a factor of 3 to 1, B2B buyers want to self-educate

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Working smarter not harder

Salespeople? Recent research has identified 3 things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time

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