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In virtually every conversation with a sales executive, at one point we get into a discussion about forecasting. Usually it starts with the executive mumbling something like, “Damn forecasts are worthless, I might was well flip a coin……..” Being Read More

The other day, Paul Dunay tweeted about an article on The Death Of Marketing.  He and I ended up tweeting back and forth about  the title being trite.  It Read More

There were a number of questions arising from my, A Virtual Sales MBA Post.  Rather than answer individually, I thought I'd provide a brief post consolidating Read More

But it is dangerous to restrict your reading to just sales. However, good these resources, you will be missing a huge amount. Over time, you will get stale. Read More

The funny thing about principles is they make everything so much easier. We don't have to worry about rules, procedures, policies. Read More

But year after year, we enter the year with the same old sales process--you know, that one we developed a few years ago--or in the case of one of my clients, over a decade ago! Read More

The events of the past week, not just in Connecticut, but tragedies we hear about, as well as those we don't, around the world force each of us to pause and Read More

In this video, the folks at OpenView Labs asked me What are the keys to achieving high performance in sales?  It's difficult to focus on just 3, but Read More

No Decision Made, is increasingly what we are hearing on deals in which we've invested time and effort. In extreme cases, we are seeing as much as 35% of the qualified deals people pursue ending in no decision. This outcome is, perhaps, more frustrating than an outright loss. We don't know what to Read More

Quota is an important output measure. It is a key metric for anyone in sales. But quota is insufficient for managing performance and insufficient to assure the sales team is executing the company strategy and priorities. Additionally, we know quota is a trailing or historical measure. Using quota a Read More