Sales Outcomes B2B Sales & Marketing Insights

Who doesn’t need an additional acronym? So let us introduce…Pragmatic Account Planning (PAP). So what’s so special about the word Pragmatic in the context of...

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...

For many companies we speak with, the past few years have been “buoyant” for sales and revenue growth. When rising tides lift all boats, it’s easy to overlook your...

I believe McKesson developedThe Dynamic Opportunity Scorecardand socialized by theMarketing Executive Councilin the late 1990s. Since then, we’ve seen...

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...

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...

Regular sales training is essential for most organizations that want to generate new revenue opportunities and beat the competition more often. However, most...

Average opportunity or deal size (or average contract value) is one of the top three metrics that can drive your organization’s sales results.

Coupled with win...

“Education is not the learning of facts, but training the mind to think.” — Albert Einstein

I spend a significant number of hours every month researching,...