This week we'll focus on a metric critical to major, global or key account … [Read more...]
Tag: Sales Strategies
Performance Management Friday -- Wallet Share
Customers Don't Know What They Don't Know Posted on October, 2011
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
Sales Transformation--Without The Customer Posted on October, 2011
The other day I was reading a very thoughtful piece, from someone I respect. It … [Read more...]
Innovation And Improvement -- Whose Job In Sales Is It? Posted on October, 2011
Before I jump ahead, let me first tackle the basic notions of innovation and … [Read more...]
Performance Management Friday -- Activity Measures Posted on September, 2011
For the past several weeks, I've been focusing on various aspects of the … [Read more...]
Talking About Price! Posted on September, 2011
There have been a number of interesting blog posts and discussions going on … [Read more...]
The Meeting Posted on September, 2011
You've spent all this time trying to get through to the prospect. You've … [Read more...]
Performance Management Friday -- Average Transaction Value Posted on September, 2011
Over the past few weeks, I've focused on various pipeline/funnel metrics that … [Read more...]
Strategic Thinking, Getting The Big Picture Posted on August, 2011
I've been participating in an interesting conversation at Focus.com--- "What are … [Read more...]
Performance Metric Friday - Compressing Your Sales Cycle Posted on August, 2011
Last week, I wrote about Pipeline Flow and Velocity. A good measure of the flow … [Read more...]