One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3* pipeline coverage in order to achieve their quota. Where this “golden number” came from, nobody seems to know, but it’s a fair bet that it dates back ...
If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you ...
Selling has the potential to be an incredibly wasteful exercise. The vast majority of cold calls fail to establish any ...
If you, like me, have spent the majority of your working life in the technology sector, you’ve probably sat through more ...
We’re rapidly approaching the end of the year, and barring the occasional miracle, it’s probably already pretty clear how ...
One of the biggest challenges to the accuracy of any sales forecasting system lies in accurately predicting the close date. ...
If my recent experience is anything to go by, sales playbooks have overtaken sales analytics as 2017's "must do" sales ...
Most sales organisations of any significant size suffer from a significant gap between their best and worst performers. If ...
When asked, most sales organisations will claim to have a sales process. But there's a huge difference between having a ...
Jim Collins “Good to Great” has been the inspiration for many CEOs who are determined to elevate their companies from ...
