4 Things I Wish I Knew About Sales Forecasting Earlier in my Career
Sales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of hours thinking about sales forecasts. Th…
Category: Insights
FUD-Fear, Uncertainty, Doubt
FUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward.
It’s Not About The Metrics! It’s What You Do About Them!
I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!
Does Being On Commission Make You Untrustworthy?
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on…
Getting Real about CRM
There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could. And we waste even more ti…
Price Is Meaningless Unless..
We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to th…
Pricing And Discounting Are Different!
Pricing and discounting are different. We need to understand this.
“Form Triumphs Over Substance”
One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s…
Wearing A Blue Suit Drives Higher Win Rates
Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color suit I wear, but all accompan…
Stop dictating everything sellers do
If we are to maximize the success of our people, we have to make sure they understand our “intent.” That is, what is our vision and purpose, what …
Sales And “Product Led Growth”
The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth…
Beware of this sales productivity trap
We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of sales people to engage cu…
Why we need Role Clarity
Role clarity is important. People need to understand their jobs/roles–not just the activities they do, and their metrics/comp plan.
When The Incremental Cost Of Stupidity Is $0
I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. In the…
Process Is The Foundation For Agility/Nimbleness
We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor process since that constrains our…
Advice for the New Sales Ops Leader
Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the…
