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Quotes

Why I Agree With Amazon's View of Process Improvement

Why I Agree With Amazon’s View of Process Improvement

Brian Gardner No Comments

I recently read the most recent shareholder letter from Amazon CEO Jeff Bezos, where Bezos listed four elements he says are vital to maintaining a business’s vibrancy and relevance. Among the listed elements was “a skeptical view of proxies,”

Listening to Distributors

3 Things I’ve Learned About CRM by Listening to Distributors

Brian Gardner No Comments

As a sales manager for a major industrial distribution company for 15 years before founding SalesProcess360, I gained firsthand experience in establishing successful sales processes driven by customer relationship management.

In Quote Management, All RFPs Are NOT Created Equal

Brian Gardner No Comments

I spoke last week at the Sales GPS Executive Workshop in Austin, hosted by MDM and Indian River Consulting Group. I talked with distribution leaders there about how many distribution companies proudly consider themselves to be quoting machines. 

Why Sales Should View CRM as a Big Help, Not ‘Big Brother’

Brian Gardner No Comments

When consulting with distributors implementing CRM technology, I’m often involved in the training of the sales team. I like to start each sales team training session with this question: “Why do you think your company is moving forward with CRM?”

What’s Wrong with Managing at the Quote Stage of the Sales Cycle?

Brian Gardner No Comments

At SalesProcess360, we put a premium on processes around the front end of the sales cycle, which includes lead and opportunity management.

Quotes and orders make up the back-end of the sales cycle, and that is where most distribution companies spend their time.

What’s wrong with managing at the quote stage?

Why CRM is a Revenue Generator – Not a Cost

Brian Gardner No Comments

Many industrial distributors, reps and manufacturers tend to view any kind of technology investment as a cost. Part of that stems from the need to budget the investment, which is typically done under the eye of the CFO.

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