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Most businesses choose a CRM before they understand their sales process. That, according to Mitch Richards, Chief of Staff at Future Group Agency, is where it all goes wrong.
In this episode of The Art of Sales, Mitch breaks down what it actually takes to build a revenue operation that works, from mapping your full customer journey using the Bow Tie Funnel methodology, to configuring a pipeline your sales team will actually use. He shares a practical framework for pipeline health, a countdown-based approach to renewals management, and a clear-eyed view on why CRM adoption fails when the tool is built for IT rather than for sellers.
Direct, experience-led, and refreshingly no-nonsense. This one is for anyone who wants their systems to serve their people, not the other way round.
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