Elements of the Best Open Sales Pipeline Report
The Open Sales Pipeline Report is the simplest and most effective tool for a sales organization, top to bottom, to manage sales performance and ensure that the sales strategy is being executed.
Sales Outcomes B2B Sales & Marketing Insights
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Sales Operations (3)
The Three Most Important Sales Success Metrics Are…
The three most important sales success metrics are the ones that let you know you are on track to make your sales plan—or not—before it’s too late. When we engage...
Improving B2B Sales Organization Performance 1% At A Time
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn
Some B2B organizations...
Sales Leader Math
Most sales leaders don’t appreciate how little time they have to coach and help their salespeople succeed.
I know you won’t let me get away with a comment such as...
Challenges Of Front-line Sales Managers
The front-line sales manager role is one of the most difficult in the corporate world. We work directly with sales managers across multiple industries and have...
The Myth of Sales Productivity
“Work expands so as to fill the time available for its completion”
– Cyril Northcote Parkinson
I’ve seen companies large and small fail to justify expensive...
Sales Forecast Blues
We are approaching the last month of the quarter, where most organization’s Sales Forecast can no longer rely on the hope of “making it up next quarter.”
If...
Things Salespeople Should Not Say #1
“Dude, suckin’ at something is the first step to being sorta good at something.” — Jake, “Adventure Time Cartoon”
The past few months we conducted several training...
Why The Account Manager Role Needs A Rethink
Today, most key account managers spend a majority of their time managing internally, and liaising between customers and internal teams on issues that include...
Your CRM Contact Data: Lightning or Lightning Bug?
Have no fear of perfection — you’ll never reach it. — Salvador Dali
Customer and prospect contact data is frequently imperfect or incomplete.
You can’t let that...