What follows is not a true story, except that it is. … [Read more...] about Software pricing is annoying but it doesn't have to be that way
Six Simple Steps to Pipeline Predictability
It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to … [Read more...] about Six Simple Steps to Pipeline Predictability
How to engineer stories that sell for you
An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell … [Read more...] about How to engineer stories that sell for you
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve … [Read more...] about In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!
Is your CRM an Epic-level failure?
Atul Gawande is best known for his work in reducing patient death rates by 47% by implementing the simple practice of mandatory checklists among the … [Read more...] about Is your CRM an Epic-level failure?
The illusion of the expert buyer
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been … [Read more...] about The illusion of the expert buyer
