Sales POP - Purveyors of Propserity

Richard Young

Richard helped introduce CRM to the UK back in the '90s. With this wealth of knowledge, Richard helps organizations with their CRM and sales management processes in a practical and efficient manner.

Author's Posts

Not All Targets Are Created Equal

Not All Targets Are Created Equal

Pipeliner CRM / Jan 29, 2015 / Richard Young

A quick overview of the Pipeliner CRM Targets: The Pipeliner CRM Weighted Target The Weighted Target is the sum of opportunities’ values according to their sales step position (its percentage of probability). For example, I have a deal worth $100,000 at my Value Proposition stage with a win rate of 60%. This would be viewed ... Read More

How Marketing Needs to Adapt to the New Sales Era

How Marketing Needs to Adapt to the New Sales Era

Sales Management / Apr 24, 2014 / Richard Young

Old sales techniques no longer work. This means that the businesses that fail to adapt to the new sales era are going to find it increasingly difficult to survive and thrive. Unsurprisingly, the internet has been the game-changer here. That’s because content has allowed consumers to self-educate about what they want. In turn, the role ... Read More

Revealed: The role of marketing in sales enablement

Revealed: The role of marketing in sales enablement

For Sales Pros / Apr 22, 2014 / Richard Young

Who within a business should own the process of sales enablement? Sales and marketing departments probably spring to mind, and when you look at what sales enablement actually is, you can understand why. In this blog, we’ll explore three important ways marketing departments can go beyond lead generation, to proactively support sales to close more ... Read More

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