Category: Performance

Forecasts Are About The Deals, Not The Number!
Posted on November, 2020

November 16, 2020 by David Brock 1 Comment

This is one of those topics I wish I could just put to bed and ignore--yet it … [Read more...]

I realize it's 2 weeks past Halloween, but I am compelled to write this post. … [Read more...]

November 9, 2020 by David Brock 1 Comment

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that … [Read more...]

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, … [Read more...]

"All sales problems are pipeline problems, and all pipeline problems are … [Read more...]

Recently, I've been somewhat fixated on the concept of methodologies. I wrote … [Read more...]

Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales … [Read more...]

I've been having a fascinating discussion on forecasting and forecast accuracy. … [Read more...]

The sales call started nicely. The sales person started asking me questions … [Read more...]

I'm embarrassed to admit this. I have some real prospecting problems. It's … [Read more...]