Customer relationship management (CRM) is a powerful tool for businesses, allowing revenue and growth teams to understand their customers better and build stronger relationships. However, it's important to remember that the CRM data that you are using to make important decisions can't always be trusted. Here's why:  

Most sales leaders were once top sales reps themselves!

In our work with many founders and ownership teams, we see a strong sales background with at least one person on the executive team - rainmakers who helped to build successful companies with relationships. 

However, now that you are a leader, you are required to have different skills on top of selling to ensure success. It can be stressful. It can be overwhelming. Your team's success depends on you. Your company's success depends on you. The reward is high -- and so is the stress!

Growth is a team sport. Like all team sports, it is key to understand your players and focus them on the right places to win. Sharing from our experiences of transforming companies with Growth Data™, here are 3 ways a sales data strategy enables you to do just that.

Hint: It doesn't stop at building a sales pipeline. 

What comes to mind when you say high-performing sales teams? According to this recent article by Forbes, high-performance sales teams aren't just defined by the year-over-year revenue gains and profitability. Rather, they share fundamental characteristics beyond their performance metrics.  Here are the top 4 listed and that really resonated with me:

So much emphasis is placed on new revenue growth ---revenue targets, quotas, and new deals. But what about the revenue that slowly leaks away under the line of visibility? In our years of experience working with clients to maximize revenue potential, we’ve sealed many revenue leaks. Understanding where these revenue leaks are showing up in your sales process will help you to reach your next phase of growth much more quickly.

Are you a founder or a sales leader of a rapidly growing company?

‘Pivot!!!’ – It’s not just one of our favorite Ross Geller moments from Friends… It’s what almost every business is trying to do right now in the face of truly unique circumstances. Whether your business is pivoting its offer entirely, or only how you deliver it, one thing is common – your go-to-market strategy needs to change.

Technologies We Rely On

With so many tools available today, it is hard to know which ones are going to make an impact. Sharing some tips on what we do to create efficiencies in our own organization.

Are you automating your marketing so you can focus on what really matters? Only 36% of marketers use marketing automation to reduce repetitive tasks! There are so many tasks to be done in a day, so there's no sense in wasting your valuable time on the little things that can be done automatically.