Brian Gardner

Brian Gardner is the founder of SalesProcess360. He has more than 25 years of experience in sales management and CRM. He is the author of "CEO for CRM: Your Roadmap for CRM Success" and "ROI from CRM: It's About Sales Process, Not Just Technology," both available on Amazon. Brian served as a sales manager for an industrial distribution rep company for 15 years before building Selltis, an industrial sales team CRM solution. He is a frequent guest speaker on CRM at Texas A&M's Industrial Distribution department and the LSU Professional Sales Institute. Reach him at brian.gardner@salesprocess360.com.

The hidden gaps in your sales cycle

Fix the front end: Why most sales problems are really process problems.

Brian Gardner

April 13, 2026

Someone must own sales excellence. Someone must act as CEO for CRM. That person should be a respected sales leader with the autonomy to make critical decisions for the company. Their role goes beyond platform selection and configuration. They are responsible for driving adoption, setting standards, training, coaching and continuous improvement.

Person on a laptop with virtual graphs and charts floating above the keyboard.

Guest Editorial | Brian Gardner

Why a phased approach delivers better CRM outcomes

How to prioritize phases based on CRM audit.

Brian Gardner

July 3, 2025

Without a dedicated point person—the CEO for CRM—guiding the project from planning to post-launch, it can quickly go off track. Additionally, following a clear roadmap that breaks goals into manageable segments is essential.

Brian Gardner

ARTICLES

The hidden gaps in your sales cycle

Why a phased approach delivers better CRM outcomes

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