Last week, a couple of my friends looked at a couple of different, but parallel … [Read more...]
Tag: Accountability
Are You Boring, Or Simply Irrelevant?
No Free Lunch, Investing In Sales And Marketing Posted on June, 2013
My friend, Anthony Iannarino wrote an interesting post, A Cheap Sales Force Is … [Read more...]
Sales People Do What You Measure And Compensate Them To Do! Posted on May, 2013
I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I … [Read more...]
Sometimes Revenue Is The Wrong Sales Metric Posted on May, 2013
Sales people are accountable for generating revenue-----Duuuuggghh! Ask a sales … [Read more...]
Conditions Of Employment Posted on May, 2013
A warning to my readers, I tend to be a little hard nosed every once in a … [Read more...]
What's Quality Have To Do With Sales And Marketing? Posted on March, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, … [Read more...]
Connecting The Dots, Can You Do It For Your Customer? Posted on March, 2013
There's a huge amount of "wisdom" about calling at the top. At times, I think … [Read more...]
Lean Sales And Marketing--"Every Activity Has A Context" Posted on March, 2013
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Stop Basing Your Probability Of Winning Based On Where You Are In The Pipeline! Posted on February, 2013
Yeah, yeah, we all know it's how we've "always" forecasted probability and … [Read more...]
Pipeline Integrity Posted on February, 2013
The funnel/pipeline is a key tool for sales people and managers to assess … [Read more...]
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