4 Ways You’re Misusing Your CRM Data

Here at CFS, we are huge promoters of CRM and, more importantly, CRM with a purpose. Unfortunately, it's more common than not that a company's CRM is being misused or completely ignored. Failure to create processes around CRM and lack of accountability lead to messy and useless data. Today’s article was written by Jonathan Herrick, [...]

By | 2017-10-11T10:51:08+00:00 October 11th, 2017|Sales Leaders, Sales Success|0 Comments

Use Your Sales PlayBook for Sales Process Development

Sales process development is the first step in building a Sales PlayBook, so make sure you keep your playbook up to date as your sales process changes. You may discover that you can continue sales process development in the playbook itself, changing the process based on the playbook’s structure and functions. Here are three ways [...]

By | 2017-10-04T12:43:09+00:00 October 10th, 2017|Sales Leaders|0 Comments

3 Ideas to Improve Your Sales Management Process

Your sales management process can easily become stale. It’s not something you probably think about often. But when you look at it, it’s rare that a sales management process doesn’t have room for improvement. Here are 3 ideas to improve your sales management process. 1. Separate the idea of management from the title of manager. [...]

By | 2017-09-18T13:17:18+00:00 September 27th, 2017|Sales Leaders|0 Comments

Business Development Won’t Work Without Workability

I want to talk about working with people in a business development context. I find that most of business development training is focused on improving techniques, or what I call the “doing part.” Let’s step back and address a philosophy that comes before the doing part. I’m talking about something we call “workability.” Business Development [...]

By | 2017-09-20T11:52:11+00:00 September 20th, 2017|Sales Leaders, Sales Success|0 Comments

Sales Communication Evaluation – Score Your Team

Sales communication is a vital skill for salespeople. If you boil down the key elements of selling, almost all of them are related to communication. If you are wondering how your team stacks up, use this tool to score your team’s sales communication skills. Rate each element on a 5-point scale, where 1 represents little [...]

By | 2017-11-02T11:07:23+00:00 September 14th, 2017|Sales Leaders, Sales Success|0 Comments

How to Increase Sales in Just ONE Step

Are you a CEO, Sales Manager, or salesperson wondering how to increase sales in your organization? Well of course you are! You clicked on the title of this article! So, let’s cut to the chase. I’m sure you’re thinking, “come on, Rebecca, get real. If there was a ‘secret’ selling trick, I would’ve heard about [...]

By | 2017-09-12T14:12:53+00:00 September 13th, 2017|Sales Leaders, Sales Success|0 Comments

Want to Sell More? Start by Solving Problems

Looking for ways to sell more? You’ve come to the right place! Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. They often think of the transaction as a “cost” rather than an “investment.” So, let’s explore this and discover how to [...]

By | 2017-08-29T09:53:38+00:00 August 29th, 2017|Sales Leaders, Sales Success|1 Comment

The Impact of Poor Leadership on Your Business

Poor leadership can have some devastating effects. Because a leader is more than just a figurehead. Anyone who holds a position of authority has the responsibility of serving as the driving force that motivates team members forward towards a collective goal. This is why leaders are a valuable part of any business, because they are [...]

By | 2017-08-14T13:31:52+00:00 August 15th, 2017|Sales Leaders|0 Comments

How to AGREE in a Sales Negotiation

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. To simplify the process, I’ve put together a five-step acronym to help you and your team through the sales negotiation process. Read on to discover more on the AGREE acronym. How to AGREE [...]

By | 2017-07-24T10:21:35+00:00 July 25th, 2017|Sales Leaders, Sales Success|1 Comment

3 Sales Statistics You Need to Know to Set Your Company Ahead of the Curve

When it comes to sales statistics, there are countless metrics available. Some are useless, of course. But most sales statistics are extremely useful and help CEOs and sales managers as they plan. Here at CFS, we’ve worked with thousands upon thousands of CEOs, sales managers, and salespeople. And we’ve learned a lot! (I’ll be sharing [...]

By | 2017-07-19T11:03:58+00:00 July 20th, 2017|Sales Leaders|0 Comments