Category
CRM
Choosing, running and getting value from CRM systems.
4 posts
Pipeline Stages That Mean Something
If a stage is defined by how the rep feels about the deal, your forecast is a mood. Define stages by what the buyer has done and the numbers start working.
Lead Routing: Speed Beats Cleverness
An elaborate scoring model that takes an hour to assign a lead loses to a crude round-robin that assigns it in ninety seconds.
CRM Data Hygiene That Actually Sticks
Every team runs one big clean-up, feels good for a month, then drifts back. The fix isn't a bigger clean-up — it's making the bad record impossible to create.
Why Your Sales Team Ignores the CRM
Adoption problems are almost never training problems. If the CRM takes more out of a rep's day than it puts back, they will route around it — and they will be right to.
