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Data Driven Sales
Sales from a Data Analyst’s perspective
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Data Driven Sales — START HERE
Data Driven Sales — START HERE
How can you increase revenue and profit of your business? How can you eliminate stress caused by the uncertainty about your sales? How can…
Martin Zeman
Nov 1, 2017
Sales TV
Sales TV
Following on from my previous post about Sales thought leaders I have decided to create a video playlist of inspiring and educational…
Martin Zeman
Oct 31, 2017
Sales thought leaders
Sales thought leaders
Transforming sales is not a one off task, it’s an ongoing process. In fact it’s more than that, it’s a lifestyle.
Martin Zeman
Oct 30, 2017
Which CRM to choose?
Which CRM to choose?
This is one of the most common questions I get asked in relation to sales.
Martin Zeman
Oct 29, 2017
GDPR impact on Sales and Marketing
GDPR impact on Sales and Marketing
The General Data Protection Regulation (GDPR) represents one of the biggest changes for Sales and Marketing in the recent years.
Martin Zeman
Oct 28, 2017
Losing by winning in Sales
Losing by winning in Sales
Why bother with sales productivity optimisation when your sales are growing?
Martin Zeman
Oct 27, 2017
The top sales books
The top sales books
“Not all readers are leaders, but all leaders are readers” — Harry S. Truman
Martin Zeman
Oct 26, 2017
Science of sales for smaller companies
Science of sales for smaller companies
“Dream Big. Start small. Act now.” — Robin S. Sharma
Martin Zeman
Oct 25, 2017
LEAP — prioritise the top problems
LEAP — prioritise the top problems
“Deciding what not to do is as important as deciding what to do” — Jessica Jackley
Martin Zeman
Oct 24, 2017
Commission scheme tuning
Commission scheme tuning
Sales people are ingenious in maximizing their bonus. They will always find a way how to make the most out of the commission scheme.
Martin Zeman
Oct 23, 2017
Lab: Packaging products
Lab: Packaging products
Challenger Sale book is one of the bibles of modern sales. Everyone knows about it, many have very strong opinions about it and few people…
Martin Zeman
Oct 22, 2017
How to measure Sales Training ROI
How to measure Sales Training ROI
According Jim Dickie from CSO Insights companies on average spend between $1,815 and $2,870 on sales training per sales rep per year. What…
Martin Zeman
Oct 21, 2017
Lab: Treat your best prospects differently
Lab: Treat your best prospects differently
Once you’ve built your Sales laboratory, you can perform all kinds of experiments in order to find and test ways to improve your sales…
Martin Zeman
Oct 19, 2017
Sales laboratory
Sales laboratory
Many companies treat their sales like a black box. They feed leads in and they get sales out but they don’t really know what happens inside…
Martin Zeman
Oct 18, 2017
Culture of updating CRM diligently
Culture of updating CRM diligently
If you want to gain any benefit from data, you first need to have the data available and it needs to be timely and clean enough.
Martin Zeman
Oct 17, 2017
Measuring culture change
Measuring culture change
Changing culture is not easy, in fact it’s one of the hardest things to do in business.
Martin Zeman
Oct 16, 2017
Chinese whispers of culture change
Chinese whispers of culture change
If you want to make your organisation data driven and you know that culture spreads from the top down it’s probably no surprise that first…
Martin Zeman
Oct 15, 2017
Culture dominoes
Culture dominoes
The top lesson I’ve learned about culture is that it spreads top down. If the business leaders are not on board and changing their…
Martin Zeman
Oct 14, 2017
Data Driven Culture
Data Driven Culture
“Culture eats Strategy for Lunch” — Peter Drucker
Martin Zeman
Oct 13, 2017
ERA ETL — Connecting the data
ERA ETL — Connecting the data
Automatically combining your data together is one of the core elements of the ERA system implementation.
Martin Zeman
Oct 12, 2017
ERA system — implementation team
ERA system — implementation team
“Get the right people on the bus and in the right seat” — James C. Collins
Martin Zeman
Oct 11, 2017
Effective Reporting and Analytics system
Effective Reporting and Analytics system
Most companies run their reporting with a manual gear shift. While this keeps your analysts busy, you can be much more efficient if you…
Martin Zeman
Oct 10, 2017
Beta
Beta
Data projects are all about trust and building trust is all about meeting and exceeding expectations.
Martin Zeman
Oct 9, 2017
Agile Insights
Agile Insights
When presenting insights from new data, an analyst will almost always be wrong.
Martin Zeman
Oct 8, 2017
Dirty Data
Dirty Data
One of the most common reasons data projects fail is because data is not clean enough.
Martin Zeman
Oct 7, 2017
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