The “Pipeline Coverage” Myth: Rethinking “Sales Pipeline-to-Quota” ratios
Filed under: Something I now realize I did wrong as a CRO – and you may be thinking about incorrectly, too. It’s the “pipeline-to-quota requirement ratio” – which sounds like this (and I probably said this at some point): “We close 25-35% of our...
Celebrating Sales Wins – Remotely?
How are you celebrating you and your team’s victories now in a remote environment? As I’ve written about before, getting the most out of your sales team is NOT all about pay! If you are relying on variable compensation as the means of driving engagement and motivation...
Dumb it down! How your lingo, acronyms and insider talk is driving buyers away
The Summer is over…and while Fall arrived a few weeks ago, the temperature finally reflected that change this past weekend. In preparation, I went into my local garden nursery. There was a “sales” person working in the store: Me: “I would like to stock up on...
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:...