Imagine a world of accurate sales forecasts. Imagine prospects relieving sales … [Read more...]
Tag: Execution
Buyer Verified Forecasts
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...]
We Misunderstand Lean---But It Is So Important! Posted on May, 2013
I was having a conversation about the "state of sales" with some colleagues … [Read more...]
Questions We're Afraid To Ask Posted on May, 2013
We all have them, Questions We're Afraid To Ask. They're obvious, but we're … [Read more...]
Doing The Right Thing, Doing Things Right Posted on May, 2013
I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"I Need An Excuse To Get Back Into The Customer" Posted on April, 2013
I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
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