Good sales ops helps making sure sales data flow efficiently. And 4 data types to track

Photo credit: Julien Chalendard

This post focuses on sales ops and how to make sure the data captured in a sales process, right from the lead gen stage, flows efficiently across the various parts of the process. And beyond avoiding data leakage, how capturing as much data early on can helps analytics even if some data pieces can be deemed not relevant initially. In this first post, I take the example of a sales ops process built around 4 services / technologies, I explain the 4 groups of data useful to capture and maintain for KPIs and reporting purposes. The second post will then explain how to put all the pieces altogether.Read the rest

Don’t always connect to people on Linkedin? Conspire then!

Photo credit: KayVee. INC

I won’t get into the specific of LinkedIn, no need to. But love it or hate it, if you work in sales it is a pretty powerful platform. Like many thousands of people, I use it to research people before meeting them, keeping in touch or identify leads (ever looked at who follows your competitors? Try it, you will find people interested in their product and therefore in yours….). And I am sure you do to. But do you always connect with someone on Linkedin once you meet them? Personally, I don’t.

There are also people with whom I do not want to connect because they are part of my sport network and I don’t necessarily want to mix social and work.… Read the rest

Confessions of a sales person…

Photo credit: Wally Cassidy

I have to confess something. And it isn’t pretty, giving the focus of this blog but here goes: if 10 years ago one would have told me my career would eventually be focused on one thing, sales, I would have been taking him / her for a complete, utter fool. And I would have walked away, feeling rather insulted.

I vividly remember back then, being a product manager in a large organisation, managing the development of product based on new technologies in the mobile space. And I was considering sales to be the easy part of it all.… Read the rest