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There was a great freshness in the conversations, there was real power in the tools, a great euphoria around engaging buyers in the way they want to buy--all while driving sales and marketing performance to new levels. Read More

Today, I was doing some research on upgrading a product I currently used.  I wasn't sure about what would be included in the new release, consequently, Read More

Many of us, managers and non-managers get caught up in the activities of our jobs. I struggle with it myself. Somehow momentum seems to take over, we seem to be doing more, but accomplishing less. At the end of the week, we wonder where the time went. Read More

Funnel Balance is having an appropriate distribution of opportunities at all stages of the sales cycle. Another way people may look at Funnel Balance is when they refer to the shape of the funnel. Funnel Balance enables us to balance the short term, tactical, with the longer term. Read More

Strategic thinking, understanding the big picture,, is the way top sales professionals approach every aspect of their job, it's what separates them people chasing transactions. Read More

Sales people need to be opportunity solvers. Sales people need to help their customers see what they can't see. Sales people need to change the conversation--to move beyond just talking about problems, but to helping their customers discover new opportunities. Read More

I can't imagine a high performing sales person not leveraging these tools (I'll use CRM, but include the array of Sales 2.0 tools within that) to their utmost. The demands on our time are so great, that we need to leverage as many tools as possible to maximize our effectiveness and efficiency. Read More

Last week, I wrote about Pipeline Flow and Velocity. A good measure of the flow is to look at the sales cycle in days, and whether opportunities are stalled in certain stages. But the sales cycle is one of the most powerful personal productivity metrics available to sales people. Focusing on reduc Read More

I was really busy, my time was filled. I start each day with my list. I dialed 100 numbers, 80 were voicemails, 15 hung up on me, 4 listened, 1 said he'd Read More

There's a problem with this, however. if you have the right number of deals in your funnel--but they aren't moving, then you just won't make your number. You can't just be moving deals into the pipeline or funnel, they have to be moving through the pipeline . This is generally called pipeline flow Read More