A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
Tag: Sales Process
Deal Value Or Buyer Value?
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [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...]
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...]
The Problem With Forecasting Posted on January, 2013
In virtually every conversation with a sales executive, at one point we get into … [Read more...]
Don't Forget Your Sales Process Posted on December, 2012
This time of year always brings a convergence of all types of activity. We're … [Read more...]
Aligning Your Sales Process With The Customer's Buying Process Posted on December, 2012
Aligning buying and selling processes is critical to connecting with customers … [Read more...]
3 Keys To Achieving High Performance Sales Posted on December, 2012
In this video, the folks at OpenView Labs asked me "What are the keys to … [Read more...]
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