Insights

Thought leadership, learnings, ideas and musings

by Martin Messier

Dan Gottlieb, Director Analyst at Gartner, reports that 70% of Chief Sales Officers (CSOs) are currently investing or considering investments in the Sales Development function to generate pipeline.For close to three-fourths of CSOs , improving pipeline creation is their top priority and most of them intend on leveraging Sales Development Representatives (SDRs) to achieve that

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by Martin Messier

According to Gartner, 62.3% of Chief Sales Officers rate improving account management and account-based strategies as a top priority for 2022. For almost every company, existing customers represent a significant share of revenue. However, traditional approaches designed to retain existing customers do not necessarily translate into developing growth opportunities within the account base.The challenge of

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by Martin Messier

When a client approaches us for assistance with a Salesforce implementation for Sales and Marketing, they usually face a common problem: what Salesforce products or features should we implement and how should we go about implementing them? The question usually stems from two realities: Different constituencies have virtually unlimited wants (and in many cases, conflicting) as to

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by Martin Messier

We identified this list of symptoms directly attributable to our clients’ original Salesforce implementationWhat is a poor Salesforce implementation costing you — and why aren’t you correcting them immediately? 01. You lose opportunities and customers.Your company loses opportunities because your sales managers didn’t even know an opportunity existed, preventing them from offering effective coaching.You lose

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