We measure a lot of stuff in sales. We have all sorts of pipeline metrics, … [Read more...]
Category: Performance
Category: Performance
What Does This Metric Mean To Me?
"All Sales Problems Are Pipeline Problems...." Posted on November, 2020
"All sales problems are pipeline problems, and all pipeline problems are … [Read more...]
The 21 Buying Methodologies Posted on October, 2020
Recently, I've been somewhat fixated on the concept of methodologies. I wrote … [Read more...]
A Next Gen Sales Methodology Posted on October, 2020
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales … [Read more...]
On Forecast Accuracy Posted on October, 2020
I've been having a fascinating discussion on forecasting and forecast accuracy. … [Read more...]
Obsessing On The Competition Posted on October, 2020
The sales call started nicely. The sales person started asking me questions … [Read more...]
I Suck In Prospecting! Posted on October, 2020
I'm embarrassed to admit this. I have some real prospecting problems. It's … [Read more...]
False Choices Posted on October, 2020
My good friend, George Bronten, posted a survey on LinkedIn. He posed the … [Read more...]
Are You Really Differentiated? Posted on October, 2020
We all know the importance of differentiation. If we aren't differentiated from … [Read more...]
Which Sales Methodology? Posted on October, 2020
I've gone through training in countless sales methodologies. Our own company … [Read more...]
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