Anatomy of a bungled CRM sale..

As a sales consultant, I get to work with a lot of great companies.  One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system.  Being on the buying end, rather than the selling end was quite a learning...

Why selling is like golf…

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the green of the 17th hole at my course.  Here’s what happened… I had a tricky twelve footer or so, downhill with a...

The three pillars of a sales system

Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...