I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Tag: Accountability
Lean Sales And Marketing--"Every Activity Has A Context"
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...]
I Don't Care How Much Time You Spend Selling! Posted on February, 2013
Sorry, I have to admit, I'm letting off a little steam on this post. I just got … [Read more...]
The Right Stuff Posted on January, 2013
The Right Stuff -- a famous book by Tom Wolfe turned into a decent movie, was … [Read more...]
How Committed Are You? Posted on January, 2013
With apologies to my Muslim, Jewish, Vegetarian, and Vegan friends, I'll start … [Read more...]
Meeting Our Commitments Posted on January, 2013
As professionals, particularly as sales professionals, we are only as good as … [Read more...]
Doing The Work Posted on January, 2013
Sales people love to talk. Sales people love to talk about selling. Get a few … [Read more...]
The Problem With Forecasting Posted on January, 2013
In virtually every conversation with a sales executive, at one point we get into … [Read more...]
It's Your Right To 100% Share Of Customer And Territory Posted on December, 2012
When I first started selling, I learned a lesson that has stuck with me -- and … [Read more...]
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