Journal
Notes from the field.
AllChannel & Partner EcosystemCRM System SetupDirect SalesForecasting & Pipeline ManagementGenericInternationalizationMEDDICCSales ManagementStartups & Scaleups
CRM System Setup
What Is a CRM? The “C” That Most Companies Forget
Key takeaways What Is a CRM System, Really? When someone asks what is a CRM, the gut reaction is usually…
Forecasting & Pipeline Management
BANT and MEDDIC Sales Qualification: How to Use Both Without Overcomplicating Things
Key takeaways BANT and MEDDIC sales qualification: what each framework actually does Sales qualification frameworks help reps ask the right…
Forecasting & Pipeline Management
Deal Clustering in Sales Pipeline: Stop Averaging, Start Seeing
Key takeaways Why deal clustering in sales pipeline beats industry benchmarks Industry benchmarks give you a starting point. “Nine months…
CRM System Setup
Sales Motion in CRM: The Field That Keeps Your Pipeline Data Clean
Key takeaways What does sales motion in CRM actually mean? Sales motion describes the method your company uses to reach…
CRM System Setup
Product Type in CRM: The Reporting Field Your CPQ Cannot Replace
Key takeaways What product type in CRM actually means Product type in CRM is a simple dropdown field on the…
Forecasting & Pipeline Management
CRM Opportunity Type: The Field Nobody Sets Up – Until It Hurts
Key takeaways What opportunity type in CRM actually means Opportunity type in CRM is a classification field that defines what…