CRM data is made up primarily of data entered by humans. Of that data, much of it is entered by sales professionals. Sales people have incentive compensation plans that are related to the efforts they are reporting data on in the CRM. These compensation plans...

Ricoh USA Inc., part of the global technology company, is facing an interesting dilemma.In an increasingly digitized world, Ricoh's buyers are changing. Where they once expected face-to-face meetings, they now prefer web chats, emails, phone calls and video conferences. These buyers are increasingly more difficult...

Lifetouch has been the quintessential name in portrait photography since anyone can remember. From school pictures, to sports teams, to family portraits – Lifetouch leaves its mark in the homes of families across America. Lifetouch has been a topperforming customer of OppSource since 2015. For...

There are so many flashy Salesforce add-ons, apps, and tools these days aimed at "revolutionizing" the salesperson's day. To a Sales leader, these tools are presented as complete pipeline expanding solutions. To the reps, these are the end-all be-all of hitting their number. Here's the...

We've all experienced a presentation in our careers that encourages the mind to wander. You feel guilty, snapping your attention back to the presenter as if you've just done something naughty. You squint as if this practice will hone your attention span in on what the...

"I do precision guesswork, based on unreliable data, provided by those with questionable knowledge to meet or exceed formidable expectations." -Sound familiar?   In the today's B2B sales world, winning a new deal doesn't happen without engaging conversations. It takes multiple conversations with multiple contacts in an account...

Who calls on the 5th of July? I mean, honestly. This year is a bit of an exception, because it falls in the middle of the week, but often times we assume that people will take the day after a holiday off, and that it isn't...

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