I spend a lot of time writing about metrics and performance management. It's … [Read more...]
What's Your Special Number?
Imagine Making A Sales Call Without Mentioning The Product Posted on February, 2014
We are anxious to meet with customers to tell them all about our products and … [Read more...]
Calling On the People We Always Call On.... Posted on February, 2014
I spend a lot of time doing deal reviews. A critical part of each review is … [Read more...]
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...]
How Do They Make Money, Part 2 Posted on February, 2014
Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [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...]
Automation And Customer Intimacy Posted on February, 2014
Some years ago, there was a lot of discussion about Customer Intimacy-----no, … [Read more...]
"I Need To Hire A Rainmaker!" Posted on February, 2014
A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [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...]
- « Previous Page
- 1
- …
- 69
- 70
- 71
- 72
- 73
- …
- 90
- Next Page »