The Boom In Sales Technology
I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is over, we all have visions…
I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is over, we all have visions…
A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is…
“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day…
Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and…
When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making a change? Why now? What…
The discovery part of the buying and selling processes are, perhaps, the most important part of the process. It is a huge amount of the…
We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV, MRR, ARR, TCV, LTV, CAC,…
It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas.…
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