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Dacey Rankins

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2025-12-19 19:35:49 -

How Do CRMs Help in Sales Management?
Customer Relationship Management (CRM) systems are the central nervous system of modern sales organizations. Without a CRM, sales management becomes reactive, fragmented, and heavily dependent on individual memory and spreadsheets. With a CRM, sales leaders gain visibility, control, and predictability. Yet many teams use CRMs poorly — or treat them as glorified contact lists. When...

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Dacey Rankins

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2025-12-19 19:12:43 -

How Do You Manage Sales Performance?
Managing sales performance is not about watching numbers and reacting when things go wrong. It’s about building a system that continuously improves results, develops people, and creates predictability. High-performing sales organizations don’t rely on motivation alone. They rely on clear metrics, structured reviews, strong coaching, and data-driven decisions. When sales performance...

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Dacey Rankins

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2025-12-19 19:20:33 -

How Does Sales Forecasting Work?
Sales forecasting is the backbone of predictable growth. When forecasting is accurate, companies can hire confidently, invest wisely, manage cash flow, and set realistic goals. When forecasting is weak, leadership is forced into reactive decisions, missed targets, and unnecessary risk. Despite its importance, sales forecasting is often misunderstood, poorly implemented, or overly optimistic....

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Dacey Rankins

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2025-12-23 19:45:04 -

What Are the Most Common Sales Management Challenges?
Sales management is one of the most demanding leadership roles in any organization. Sales managers sit at the intersection of people, process, pressure, and performance. When things go well, growth feels unstoppable. When things go wrong, issues compound quickly. This article breaks down the most common sales management challenges, explains why they happen, and provides practical, proven...

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Dacey Rankins

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2025-12-15 17:37:16 -

What Is CRM in Sales?
CRM is one of the most important concepts in modern sales — yet many people use it incorrectly or don’t understand it at all. Some think CRM is just “software.” Others see it as extra admin work. In reality, CRM is the backbone of scalable, predictable sales. If sales feels chaotic, stressful, or inconsistent, the problem is almost always a lack of proper CRM usage....

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Dacey Rankins

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2025-12-23 19:43:00 -

What Is Pipeline Management?
Pipeline management is the engine room of sales management. You can have great salespeople, strong leads, and a solid product — but without effective pipeline management, revenue becomes unpredictable, forecasting breaks down, and deals slip silently through the cracks. This article explains what pipeline management is, why it matters, how to manage a pipeline effectively, and best...

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Dacey Rankins

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2025-12-16 21:26:59 -

What Is the Difference Between a Lead and a Prospect?
The terms lead and prospect are often used interchangeably — but they are not the same thing. Confusing these two concepts causes major problems in sales, including wasted time, poor forecasting, low close rates, and frustration between marketing and sales teams. Understanding the difference between a lead and a prospect helps you: focus your effort on the right people...

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Dacey Rankins

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2025-11-19 19:37:38 -

Why Closing Is the Most Important Step in Sales
Introduction Sales has many stages—prospecting, qualifying, presenting, handling objections, following up. But out of all of them, one step stands above the rest in determining whether all your effort creates real results: Closing. Without the close, the entire sales process is unfinished.Without the close, there is no revenue, no deal, no impact, no client, and no growth.Closing is...

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Dacey Rankins

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2025-12-09 18:22:05 -

Why Is Prospecting Important in Sales?
Prospecting is the foundation of every successful sales operation. Whether you’re an SDR trying to hit your quota, a founder trying to sign your first customers, or a seasoned rep closing enterprise deals—your pipeline is everything. Without consistent prospecting, even the best closers fail.With consistent prospecting, even average reps become top performers. Below is a clear,...

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