3 Ways Your CTI for Salesforce.com is Killing Sales Productivity

If you are using Salesforce.com as your CRM chances are you have some sort of computer telephony integration. Let’s face it, sales people make a lot of phone calls  (at least they should if they want to keep their job). So it isn’t surprising that telecom providers across the board have created a link between traditional business phone systems and the Salesforce.com CRM. Here are […]

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When Should Marketing Handoff Leads to Sales?

As a consultant who provides marketing and sales consulting services this question often comes up. Usually the marketing department is asking this question. Indeed, there is a fine balance to strike between ensuring that the lead is sales ready, but not waiting too long and losing the sale. Modern research suggests that buyers complete a bulk of research without talking to a sales person, but when […]

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