Blog topic
Sales leadership.
Forecasts, pipeline reviews, and the people side of a CRM that has to actually get used. Everything we've written on leadership, newest first.
Leadership
The problem with sales enablement is how you hired for it
Over the last couple of years I've watched a lot of good sales enablement people get caught up in reductions in force. Not because they were bad at their jobs. In several cases they were clearly excellent at them. That's worth sitting with, because it doesn't match what the market says.
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The Supply Chain Risk: The Commercial Death Sentence
Unvetted software can jeopardise your place in major supply chains and expose you to costly fines. Learn how to secure your commercial future with compliant CRM strategies.
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The £4,000 “Hidden” Price Tag: The Cost of Security
Security isn't just about the code; it's about the infrastructure and validation. This post exposes the massive costs of securing a custom app; from £4,000 penetration tests to the "admin burden" of role-based access.
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The Support Vacuum: The Danger of Building in a Black Box
Explore the risks of custom-coded applications and the lack of support compared to established platforms like Salesforce or HubSpot.
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The Right-Sized Trap: Why Your Vision is the Real Bottleneck
The promise of "right-sized" software built through vibe coding is seductive, but it often leads to a "Vision Gap." While you can build exactly what you conceive today, you sacrifice the future-proof innovation and architectural rigour that established platforms provide.
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The Silent Killer of Salesforce Success: Why Your CRM is a Leadership Problem, Not a Technical One
Most CRM failures are misdiagnosed as "technical issues" or "poor user adoption." In reality, the silent killer is a lack of leadership engagement. When leaders view CRM as a budget line item rather than a coaching tool, sales teams treat it as an administrative burden.
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When to Invest in a CRM: 4 Signs You're Ready
When is the Right Time to Invest in a CRM? As someone who spends a lot of time discussing CRM systems with businesses, I get asked a particular question regularly: “When is the right time to invest in a CRM?”.
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Start with the Why
Learn why aligning CRM processes with clear objectives and user understanding is crucial for successful Salesforce implementation, as highlighted in Jennifer Cole's insightful podcast episode.
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Developing CRM Strategies for Business Success
A well-defined Customer Relationship Management (CRM) strategy can be the key to transforming your business and aligning customer interactions with long-term growth goals.
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