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 video: https://www.transparencysale.com/blog/pipelinecoveragemyth And, here's...

Transparency sells better than perfection, and due to the proliferation of feedback and reviews on everything we do, buy and experience, we now have to do it anyway. Sign up for The Enterprise Sales Summit. I'll be talking about "Leveraging Online Consumer Behavior To...

I see it everywhere - it's the end of the quarter, you've offered a discount contingent on the client getting it signed on time, and there's concern that it will actually happen. Do you threaten them with the "expiring discount"? In this video, I give you two ways to...