Trust me! By saying “Trust Me”, you’re making it worse
When I first began dating my wife, here was the conversation between her and her sister: “What does he do?”, her sister asked. “He’s in sales”, my wife responded. “Ewww. Gross.” Those we are meeting with for the first time...
Salespeople Ruin Everything
Salespeople ruin Everything. Thousands of years of buyers and sellers. Before currency. Before travel. Before mass distribution. There were people who needed things they couldn’t produce on their own, and there were salespeople. The last 100 years have marked the...
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...