As sales people and managers, we are often obsessed with the "numbers." There … [Read more...]
Do You Really Understand Your Numbers?
Performance Metric Friday -- Deal Slippage Posted on February, 2014
It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]
What's A Fitbit Have To Do With Selling? Posted on February, 2014
I love my Fitbit! Actually, I have several devices that measure my performance … [Read more...]
Pipeline Games Posted on February, 2014
I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]
80% Of Our Revenue Comes From....... Posted on January, 2014
Data is powerful. We're all enamored with analytics and what they can tell us … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
Pay For Performance Posted on January, 2014
As is usual this time of year, I've been involved in lots of discussions of … [Read more...]
Making The Number Isn't The Point! Posted on January, 2014
The discussion around my post, "Don't Bother Me With Process!" has been … [Read more...]
Don't Bother Me With Process! Posted on January, 2014
Maureen Blanford challenged me with an interesting question, "What do you do … [Read more...]
Are You Doing The Work? Posted on December, 2013
We're all busy. Look at anyone's calendar, they are filled with meetings. We … [Read more...]
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