Resources
// thinking on sales, systems, and building
Sales Teams
Why Most First Sales Hires Fail Before They Ever Walk in the Door
The problem is that what the founder has built is a selling capability that is personal to them, and the work of translating that into a process someone else can follow has not happened yet. That translation is what makes a first sales hire viable. Without it, you are not hiring a salesperson. You are hiring someone to discover, at significant cost and over the course of a year, everything that has not been built.
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CRM Technology
What Your CRM Setup Is Trying to Tell You
The lessons learned in implementing a CRM are invaluable when approached the right way and when the correct questions get asked along the way.
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