Don’t Use Single Metrics Single metrics tend to give you a very narrow view of what is being measured. In and of themselves, some metrics may tell you a story, but it may not reveal the moral of the story. It usually won’t tell you what the story means or how to make ...
The short answer: Yes, your metrics lie.
You worked hard to create opportunities with your dream clients. Now that these opportunities are in your pipeline, your ...
Your sales process, in part, encapsulates how your company believes it needs to act in order to win deals. It is also more ...
There can be no doubt that one of the primary contributing factors to poor sales results is low activity. You will never ...
Well, the week is over. How’d you do?
Your dream client is making judgments about you. They are holding you to a higher standard.
Thought One: Your Behavior Off the Field The following is a true story. The names have been redacted to protect the guilty.
The first and primary skill that salespeople must possess is the ability to close. But closing isn’t something that happens ...
Strategy is about creating an unfair advantage. The last thing you ever want going into any competition for any deal is a ...
Your dream client is counting on you to disappear. You have called. You have sent emails. You have asked for appointments. ...
Once in awhile you have an insight that is both simple and brilliant. Oh . . . I haven’t just had one of these. But my ...
Your sales process is more than likely built around some of the iron and unbreakable laws of sales. One of those laws is ...
The space at the bottom of your sales funnel is just wide enough for you to get a deal through. You can think of the size of ...
The job of the salesperson is to create value for their client AND to capture some of the value that they create for their ...
The Return of the Charlatans At the turn of the Century, as the growth and adoption of the Internet and surrounding ...
It easy to fall into the trap of believing that there is nothing you can to do win a deal after you have presented your ...
Producing results in sales doesn’t always seem to line up very neatly with your effort. Some days you can bang out hundreds ...
