Your organization’s CRM stands for Customer Relationship Manager. But those words only ring true if you use your CRM fully and well as the powerful … [Read more...] about Your CRM is NOT a Chore
4 Ways to Succeed with Gatekeepers
Stop wasting time trying to charm gatekeepers with gimmicks like donuts and flattery. They see through it, so why not learn smarter ways to genuinely … [Read more...] about 4 Ways to Succeed with Gatekeepers
Two More Vanity Metrics I Hate
Vanity metrics are everywhere—hours on the phone, miles driven, demo slide counts—but are they creating wins? (Hint: nope.) In this video, I reveal … [Read more...] about Two More Vanity Metrics I Hate
Beware of This Vanity Metric
Is your team chasing arbitrary pipeline goals just because it “sounds good”? If your numbers aren’t backed by real sales math, you’re creating … [Read more...] about Beware of This Vanity Metric
Having Deeper Client Conversations
What’s the secret to standing out in a crowded market? It’s not your product. It’s showing your customers that you care about *their* goals and … [Read more...] about Having Deeper Client Conversations
Player-Coaches Don’t Work
When you turn your sales managers into player-coaches, two things happen: mediocre sales leadership and frustrated reps. Here’s why… Don’t forget to … [Read more...] about Player-Coaches Don’t Work
