I have to admit, I've never been able to figure out the value or meaning of the … [Read more...]
Category: Leadership
Category: Leadership
Weighted Pipelines And Forecasts
Confusion About Metrics Posted on July, 2014
I recently read an article from someone I respect, "Revenue Is Not A Metric." … [Read more...]
Dealing With Ambiguity Posted on July, 2014
Things are so much easier when they are black or white, when there is a "right … [Read more...]
Don't Get Distracted By The Numbers Posted on July, 2014
As sales professionals, we're obsessed with the "numbers." Where are we year to … [Read more...]
Closing The Gap--Achieving Our Goals! Posted on July, 2014
We're well into the second half now. The first half is behind us, many are … [Read more...]
The Problem With Turnover Posted on July, 2014
Before my non-US followers get in an uproar, I'm not talking about the revenue … [Read more...]
Performance Improvement -- Looking In The Mirror First! Posted on July, 2014
I get a lot of calls and notes from people genuinely interested in performance … [Read more...]
"Turtles Only Make Progress When They Stick Their Necks Out*" Posted on June, 2014
We often wonder why we aren't making progress. Our results aren't improving, we … [Read more...]
Coaching The Sales Process -- Deal Reviews Posted on June, 2014
By now, you know my obsession with strong Selling Processes. It's important, … [Read more...]
Do You Know The Answers To These Three Questions? Posted on June, 2014
As you know, I'm constantly doing deal reviews with sales people. Each review … [Read more...]
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