I’ll start this out with I am the very proud father of 3 boys. Recently I have been really made to think by middle son, Thomas, who seems to have a budding desire to become an entrepreneur.  Tom came to me a week ago, asking several questions on business in general and how to sell… Read More


In most companies, the need for a CPQ is driven by the desire to produce quick and accurate proposals. The ability to move quicker than the competition helps to establish a perception of responsiveness to the needs of the prospects . If that responsiveness is coupled with a smooth proposal and contractual process which ensures… Read More


Today I would like to talk about why people fail to use their CRMs. First of all, it is a known fact that internal CRMs are viewed as a Big Brother of sorts, they are perceived as a way for upper management to keep an eye on everyone within the sales department. More often than… Read More


More than four years ago we met with some experienced business advisors and they suggested that, as we at Lanshore were a start up, we ought to focus on one industry and then expand into other, complementary areas.    At the time, we had two verticals we wanted to work in because our management team and… Read More


The 4 point report writing guide Although a report within ICM systems can be one of the most powerful and useful tools, if you don’t use it correctly, it will be useless. I have outlined below several key points to include when considering a report build. Priorities When building a report, having a detailed knowledge… Read More


I’ve been seeing reports of global economic meltdown and that we should all prepare. A lot of us remember the disaster of 2009.  At that time, I was part of a company, which was losing substantial amounts of money and had no sales pipeline in sight. We had one client, and that customer was tenuous… Read More


In my experience, there are two key things that affect organic end user adoption: convention & delivered value. I have seen many technically elegant CPQ implementations that have suffered low user adoption because the convention adopted is unfamiliar to the end users. For example, imagine a project led by the IT department for laptop sales.… Read More


It’s Friday 2:30 p.m. and the phone is in your hands:  What’s her phone number? Her birthday? Coffee or tea? Patriots or Broncos? They seem like a typical teenager’s questions on his first date, but they could also be important snippets of information to have handy when calling the CEO of your best client. This… Read More