It’s clear that activity drives results—or at least it should. We all know that orders and revenue is a trailing metric. The danger of … [Read more...] about “Focus On Activity More Than Results”
What sales teams can learn from high jumpers
In some ways, salespeople are a lot like athletes. They operate in a highly competitive field, and their performance is directly related to their … [Read more...] about What sales teams can learn from high jumpers
“There’s a Hole in Our Bucket, Dear CEO, Dear CEO”
I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now … [Read more...] about “There’s a Hole in Our Bucket, Dear CEO, Dear CEO”
When sales strategy and technology get married, we all win
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their … [Read more...] about When sales strategy and technology get married, we all win
5 secrets to perfect the timing of your sales proposal
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s … [Read more...] about 5 secrets to perfect the timing of your sales proposal
Why we're failing at sales and marketing alignment
Strong sales and marketing alignment is the holy grail for many organizations. It promises higher win rates, better revenue, and faster growth. Yet … [Read more...] about Why we're failing at sales and marketing alignment
