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 because it's being thought...

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...