I recently read an article from someone I respect, "Revenue Is Not A Metric." … [Read more...]
Tag: Time Management
Confusion About Metrics
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
The Trial Posted on July, 2014
For the salacious readers, no this isn't a post gossiping on the courtroom … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Performance Improvement -- Looking In The Mirror First! Posted on July, 2014
I get a lot of calls and notes from people genuinely interested in performance … [Read more...]
We're Efficient, But What Does That Do To The Customer Experience? Posted on June, 2014
The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
"Checking In," Is Not A Next Step! Posted on June, 2014
For those of you that know me, this won't be a stunning confession, but I really … [Read more...]
Lot's Of Activity, No Results! Posted on June, 2014
Everyone I encounter is very busy. Virtually everyone I meet works long hours. … [Read more...]
On Being Present And Engaged Posted on May, 2014
We struggle to catch our customers', our managers', our colleagues' attentions. … [Read more...]
Sales Management Review Cadence Posted on May, 2014
I'm not sure anyone looks forward to the Sales Management Review (sometimes … [Read more...]
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