A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold … [Read more...] about Eliminate Delayed Closings Once and for All
Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, … [Read more...] about Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What … [Read more...] about Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
Improper Use of BANT Will Cause You to Kill Opportunities
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article … [Read more...] about Improper Use of BANT Will Cause You to Kill Opportunities
Great Example of Why Sales Success Is Not Always Transferable
Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an … [Read more...] about Great Example of Why Sales Success Is Not Always Transferable
New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who … [Read more...] about New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
