I spend a lot of time doing deal reviews. A critical part of each review is … [Read more...]
Tag: Overcoming Crises
Calling On the People We Always Call On....
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...]
Pipeline Games Posted on February, 2014
I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]
Customers Lie, And They Are Stupid Too! Posted on February, 2014
There are not many things that cause me to come unglued. But there are two that … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [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...]
Reclaiming The Performance Planning Process Posted on January, 2014
I recently wrote a post: Poor Performers Probably Don't Know. It kicked off a … [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...]
Keeping Score Posted on January, 2014
I've been having a number of conversations that, to be honest, have surprised me … [Read more...]
Don't Sell Where You Lose! Posted on January, 2014
"Well duuuhhh, Dave, thanks for that great insight!" As obvious as it sounds, … [Read more...]
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