The Fast Company Executive Board is a private, fee-based network of influential leaders, experts, executives, and entrepreneurs who share their insights with our audience. BY Kalyan Varma When scaling ...

If you are a mid-to-large-size company, using a customer relationship management (CRM) system is critical. Getting your salespeople to adapt to using the CRM in the appropriate way so that management ...

I'm down to the last chapter of The Commonwealth of Self Interest: Customer Engagement, Business Benefit and then have some editing to do. But I want to make sure that you keep getting some good ...

Legendary engineer and management consultant W. Edwards Deming once said, “A bad system will beat a good person every time.” This truism can easily be applied to the world of sales. Even the best rep ...

A rapidly growing number of CRM software suppliers recognize the perception of their offerings as a risky investment and are taking steps to address this opinion. CRM vendors have discovered that one ...

Many people look at sales training and CRM as two separate functions that operate independently of one another. Would it surprise you to hear that they actually complement one another, and that sales ...

Every sales leader faces the same tension. Close deals faster to hit revenue targets, but maintain high standards to avoid ...

Marketers must avoid or remove sales pipeline challenges to optimize sales performance and revenue generation. These involve lead generation issues, conversion difficulties, sales cycle delays, and ...

CRM Watchlist 2013 Winners: Three Kings - Sales, Process, Analytics This is probably the most eclectic category - because it's so disparate - but it's the foundation for many a company's core business ...

Oracle said Monday it will ship the next generation of its sales force automation software within the next two months, as part of its annual update of its customer relationship management tools. The ...

Seventy-one percent of companies say closing more deals is their number one priority for sales, according to Hubspot’s State of Inbound Report. Yet many organizations are still following outdated ...

Here’s what makes a sales process truly brilliant: 1. It adapts to how customers prefer to buy. A traditional sales process defines how a vendor or seller prefers and expects to sell their products or ...