The dreaded spreadsheet has all been abandoned for sales forecasting in facvor of the CRM system, but that doesn't mean the pipeline forecasting is any better in many companies. Some still seem to use a crystal ball as part of the process.
Why it's Important:
"A properly installed CRM system and a properly trained sales force will minimize ignorant questions from management when they ask salespeople, "What are you going to sell this month."
Cartoon by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. Available from Amazon. #1 Best Seller in Direct Marketing
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