Sales pipeline management involves generating, tracking and communicating with prospects to convert leads into paying ...

CRM has shaped the way companies manage their customers and processes, but offers little help in managing our salespeople. Let's face it -- even the best artillery in the world is worthless if ...

Sales employees are a different breed from most of your company. They’re going to be more outgoing and gregarious than office staff or technicians. This is both expected and good, but brings unique ...

We at Tenfold often see companies offering innovative products and services and then relying on conventional, outdated methods to sell them. Thankfully, however, your own sales management processes ...

Forbes contributors publish independent expert analyses and insights. I teach growth leaders how to grow revenues, profits and firm value. Sales productivity remains a never ending and elusive goal ...

Neil Rackham, author of SPIN Selling, spoke at the 2012 Business Marketing Association (BMA) annual conference and said the following: "Sales and marketing are two functions with an identical mission, ...

As enterprises scale, managing large and complex sales processes requires advanced tools that not only streamline operations but also enable data-driven decision-making. Sales automation software is ...

This is a tricky subject that's influenced by perspective. Among sales nerds, I fall into the “process” guy category. The first thing that I do is build a process. I like to question the process ...

Sales, inventory and operations planning (SIOP) is process used for monitoring and upgrading a company's operating plan. It pulls all departments together to ensure that potential problems can be ...

New DoubleClick Product Allows Publisher Operations and Sales Professionals to Gain Better Control over the Sales Management Process for Increased Revenue Opportunities New DoubleClick Product Allows ...