Sales Leaders – You May Be Using Numbers & Stats Wrong!
My favorite rant from the Salesforce/Torchlite live webinar and Q&A. The question, “Making prospecting outreach personalized and valuable means more work for the seller. Are they just being lazy?” My answer: Maybe – but it’s more likely...
The “Pipeline Coverage” Myth
Rethinking “Sales Pipeline-to-Quota” ratios. The old 4x pipeline to quota at all times theory makes sense, if you’re only thinking in terms of alebra. Here’s the details to go along with the...
Be Careful! The Downside of Using “Case Studies” As A Negotiation Lever
I have been teaching Transparent Negotiations A LOT lately – five workshops this week alone. You know what keeps coming up during the negotiation training workshops I’ve been facilitating? 👉 Using “case studies” as a negotiation lever. It sounds like this:...