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Turning the Corner on 2020

Turning the Corner on 2020

It’s funny how one occasionally runs into content, a quote or a phrase that turns out to be inspirational or important. Last Sunday, I was reading the entertainment section of the local newspaper and came across the weekly horoscope section. (Okay, laugh if you want.)...

Overcoming the Sales Management Stereotype

Overcoming the Sales Management Stereotype

Seth Godin is an author I follow and admire, and I’ve read many of the 20 books he’s written. His newest book, The Practice – Shipping Creative Work1, is largely about creativity and writing. However, as a fairly prolific writer on the topic of sales management and...

Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?

Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?

No doubt you’ve heard ad nauseum there is a pandemic going on, and in most sales organizations (except video conferencing providers and big online retailers), sales teams are struggling to adapt to the “new normal”.  Also, you’ve probably heard that now is the time to...

Leveraging the New Normal: Digital Selling

Leveraging the New Normal: Digital Selling

A lot of interesting and provocative thought leadership always comes out of a downturn like the one we’re all currently navigating. One article recently recommended by several colleagues is from HBR, 4 Things Sales Organizations Must Do to Adapt to the Crisis. The...

How to Grow Business in a Downturn

How to Grow Business in a Downturn

With the growth of the economy over the past few years, and the sudden and surprising changes in our world that have recently transpired, it occurred to us that many of today’s current front line sales managers have probably not dealt with the challenge of managing...

Is Your CRM Data Really Bad?

Is Your CRM Data Really Bad?

It’s interesting that the topic of poor CRM quality always comes up when someone publishes an article or study about Sales Operations. Since Sales Operations typically supports CRM, it’s easy to conclude Sales Operations needs to do something to “fix” it.  Most...

Sales Process Compliance White Paper

Sales Process Compliance White Paper

Sales Leaders and Sales Operations are confronted on a daily basis with the issue of ensuring that sales personnel comply with the sales process. It's a time-consuming and labor intensive effort. In this white paper, we explain how FunnelocityTM helps Sales...

Why Sales Operations is Guilty of Distracted Driving

Why Sales Operations is Guilty of Distracted Driving

A recent TV commercial for the insurance company esurance features actor Dennis Quaid using a cell phone while driving to pitch the firm’s new safe driving app. By the end of the commercial, the viewer learns that Dennis is not actually driving the car.  It’s being...

Sales Performance Optimization

Sales Performance Optimization

If you have been part of a new product launch or enjoyed the customer experience that is delivered when a product first hits the market, I can relate.  It’s an exciting time!  A few months ago, we launched our Sales Performance Optimization (SPO) application...