President of Gryphon Networks
Jeffrey Fotta is president of Boston-based
, a provider of sales intelligence and marketing-compliance solutions to enterprises. Originally the firm’s CFO, he has served in several leadership roles at the company.
Many software tools help identify the selling activities that are predictive of success.
Leaders who deliver accurate forecasts will rise through the ranks thanks to accountability.
Telephones? Remember them? They're baaaaack.
Phones sales have moved from the call center to the field but can be as effective as ever with proper management.
Are your sales reps actually ignoring what could be a great money-making tool?
Accurate activity data will allow both you and management to have a true understanding of what's going on in the business and whether pipelines are achievable.
A superb manager knows how to get the most out of every player on the team -- in baseball and in business.
Little-known regulations, such as the fact that Tuesday is Mardi Gras Day in Louisiana, can get telemarketers in big trouble.
Track certain certain keywords in sales calls and measure outcomes. This can set the stage for focused coaching.
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© 2016 Entrepreneur Media, Inc.