Bob’s pipeline was loaded with whales again. Sound familiar? In this article I break down the 10 brutal truths about why chasing big deals is quietly … [Read more...] about Why Chasing Whales is Killing Your Sales Pipeline (10 Brutal Truths)
Too Many Sales Metrics? How to Choose One KPI That Drives Revenue
Too many sales metrics? Between your CRM and dashboard, it feels like information overload. Here’s how to choose the one KPI that actually drives … [Read more...] about Too Many Sales Metrics? How to Choose One KPI That Drives Revenue
25 Factors Indicative of a Strong Sales Culture
Executives love the idea of a sales transformation until it’s time to actually change. Here are 25 proven factors that separate a truly strong sales … [Read more...] about 25 Factors Indicative of a Strong Sales Culture
How to Use Baseball’s xBA Metric to Measure Your Sales Pipeline and Improve Your Sales Forecasts
Two Hollies songs playing simultaneously on SiriusXM? A rare lucky break. The same thing happens in sales every day. See how baseball’s xBA metric … [Read more...] about How to Use Baseball’s xBA Metric to Measure Your Sales Pipeline and Improve Your Sales Forecasts
CEO/Sales Leadership Reality Check: Are You Investing in What Makes You Look Good… or What Actually Drives Revenue?
Companies rubber-stamp massive AI budgets but do a complete about-face when asked to invest in sales training or coaching. Discover why this happens … [Read more...] about CEO/Sales Leadership Reality Check: Are You Investing in What Makes You Look Good… or What Actually Drives Revenue?
Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
Struggling with inconsistent sales meetings? See why cold emails from lead-gen companies fail (with real examples) and discover the proven method that … [Read more...] about Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
