In our 2nd article we wrote that many sales organizations pay attention to only about 40 % of their sales effort. To illustrate this, we conducted an assessment at a major national bank, and what we found was not surprising. We discovered that this bank missed over 10,000 new sales opportunities in just one month, opportunities that could have been won if the bank had monitored information that was held by their front line sales people. Like many businesses, this bank also paid very close attention to qualified sales leads (hard data) that was captured and managed in CRM like systems. Critical […]

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Our research shows that many sales organizations truly manage only 40% of their sales costs. We hear sales executives still describe their sales process starting when sales people follow up on qualified sales leads. Very few include lead discovery as part of their sales process. The most common explanations we heard were “we follow up on Marketing Qualified Leads and our leads are generated by our inside sales”. True, starting with a qualified leads is a critical part of every sales process but this represents less than 40% of the sales cost. Sadly what frequently is not stated is the […]

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 Critical answers to your sales questions are already within your organization Most company’s biggest assets are their employees and information. In today’s digital economy, information is gold. There are many sources of information and the one that is least utilized is the information that employees create and never share with the company. The gap between what employees know and share is a growing problem for all businesses especially for sales organizations. Selling today has never been more difficult. Today we are in a new era of selling that is defined by a new era of buying. Buyers buy differently today than […]

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WannaCry Ransomware attack tracker shows real-time map of affected devices worldwide WannaCry or WannaCrypt ransomware has affected millions of Windows devices all over the world and is still spreading fast. A new map created to track the malwares spread shows the status of the attacks in real time with the regions getting affected. The map tracks the attacks and updates the site……. Four nuclear submarines and Scotland Yard use the same out-of-date Windows system as hacked NHS computers sparking fears of military attack Source: National Cyber Security – Produced By Gregory Evans The Sunday People claims four nuclear submarines and […]

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1 Million Gmail Users Impacted by Google Docs Phishing Attack Researchers said good social engineering and users trust in the convenience afforded by the OAUTH mechanism guaranteed Wednesdays Google Docs phishing attacks would spread quickly. New Mac Malware Manages to Spy on Encrypted Browser Traffic This blog was written by Douglas McKee. Theres a new cyberattack targeted at Mac OS usersa malware program called OSX/Dok. Discovered late last week primarily in Europe, the program is capable of spying on encrypted browser traffic to steal sensitive information. You heard correctly: it can eavesdrop on all of your web browsing…. Why you […]

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