Articles by Brian Gardner

Man in Warehouse

The hidden gaps in your sales cycle

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


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