The magazine
Five questions from everyday sales work, from first contact to the CRM.
Each article answers a question that sales and CRM keep getting stuck on. The short answer is always at the top.
Buying signals in B2B sales: the occasion first, then the company
Only about 5% of a market is buying right now. How we recognise those companies and when we get in touch.
Pipeline stages: what does “qualified” actually mean at your company?
A pipeline stage only works if someone who wasn't on the call can check it. One question tells you whether yours does.
Data enrichment in your CRM: a number without a date is an opinion
Enriched CRM data goes stale without anyone noticing. The four details every field needs, and why the date is the one that's missing.
HubSpot or Twenty CRM: renting or owning
Rent it or run it yourself? Two questions decide, and neither is about features.
Attribution in a client's CRM: who owns a lead that never replied?
If you work on commission, you lose access to the client's CRM when the contract ends. Not your claim, provided you can prove it.