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The events of the past week, not just in Connecticut, but tragedies we hear about, as well as those we don't, around the world force each of us to pause and Read More

In this video, the folks at OpenView Labs asked me What are the keys to achieving high performance in sales?  It's difficult to focus on just 3, but Read More

No Decision Made, is increasingly what we are hearing on deals in which we've invested time and effort. In extreme cases, we are seeing as much as 35% of the qualified deals people pursue ending in no decision. This outcome is, perhaps, more frustrating than an outright loss. We don't know what to Read More

Quota is an important output measure. It is a key metric for anyone in sales. But quota is insufficient for managing performance and insufficient to assure the sales team is executing the company strategy and priorities. Additionally, we know quota is a trailing or historical measure. Using quota a Read More

The sales process is the cornerstone to driving the highest levels of sales performance.  There's so much data supporting this, one would think discussing Read More

At any point in any kind of new initiative, you've done all the planning, strategizing, training, and preparation you can.  You've sought advice and insight Read More

Agendas are critical to reducing the number of calls you need to make to close--but not your ordinary agenda. Here's how you harness the power of an agenda: Read More

Challenging, providing insight, getting your customers to think about their businesses differently is critical to engaging customers and creating value.  My Read More

I read an outstanding, but frightening post entitle The Future Of Marketing Is Extreme!  Eric Wittlake outlines:  We are inundated by marketing today. In a Read More

It's no wonder why sales productivity, people making quota, time available for selling figures all seem to be going in the wrong direction. While it may seem to obvious, we should be doing exactly the opposite, we should be seeking RADICAL Simplification of everything we do. Read More