The CRM walled gardens in the enterprise space

The enterprise CRM and office software space just got exciting Microsoft bought LinkedIn (old news!) . That was the first of the CRM walled gardens created in the office enterprise space. What is hot off the press, comparatively speaking, is the alliance announced between between Google and Salesforce. After months of rumor…

Guarding against exuberance: Deal scoring in CRM

The role of deal scoring in CRM All salesmen are optimistic- it’s their nature; that is why they are in sales. They honestly believe till the last hour that their deal will close. Even when the evidence piles up against them. This creates problems for the manager and of course…

What makes a sales lead valuable?

A case for valuable sales leads Sales folks are rarely enthusiastic about sales leads- which is surprising, or not- depending on how you look at it. There is obviously pressure to get to an opportunity before your competition. But, the worst thing for a sales guy is to have to…