Are you getting the most out of your pipeline reviews or are you just having status reports?

I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is...

A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too...

Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so.

“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling...

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will...

Who are you learning from?

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making...

What if rather than looking at making selling more predictable, we changed our thinking to make buying more predictable—both for...

The discovery part of the buying and selling processes are, perhaps, the most important part of the process. It is...

Is your company culture surviving the current crisis?

What is your revenue telling you about your company?

For us, the “deal” is about getting the PO. But for the customer it’s always about something bigger.

We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV,...

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring...

How can we expect front line managers to coach, if they aren’t coached themselves?

We cannot understand our customers until we know the numbers our customers care about.

Having dashboards doesn’t improve performance. You have to look at the dashboards and begin to understand the data.

Get ahead of the rest by asking questions about the future.

The difference I think is trust. Micromanagement comes from the absence of trust. Deep problem solving, collaborative coaching sessions must...