Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a … [Read more...] about Sales pipeline management: let’s stop confusing progress with probability
Sales Process
How I Realized That Selling is Just a Bunch of Crap
Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another … [Read more...] about How I Realized That Selling is Just a Bunch of Crap
Collaboration is the New Buying Process | Sales Strategies
Last week, we started talking about trends in the marketplace. Another trend … [Read more...] about Collaboration is the New Buying Process | Sales Strategies
Golden Nuggets from the CSO Insights 2018 Sales Talent Study
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take … [Read more...] about Golden Nuggets from the CSO Insights 2018 Sales Talent Study
Do Multitalented Salespeople Help or Hinder Your Business?
Sales managers, would you rather have a team of multitalented salespeople…or a multitalented team of salespeople? No, that’s not a trick … [Read more...] about Do Multitalented Salespeople Help or Hinder Your Business?
Have you noticed that your sales training sucks?
Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online … [Read more...] about Have you noticed that your sales training sucks?