Let's talk about your plan to CRUSH QUOTA using a simple funnel formula to help you build pipeline and revenue. If you prefer to listen rather than read, listen to the audio clip below. Why do you need a formula? Reps are almost always too optimistic about the ratio of their activity to opportunities on their path to close. Take matters into your own hands … [Read more...] about Are You Following a Funnel Formula to Crush Quota?
I am breaking my rule today. Typically, I keep ineptness anonymous. Today, in good conscience I cannot. I have continuously railed against the sad state of selling, which bothers me in a big way. Poor messaging. Lack of relevance for the buyer. No understanding of the buyers business. These things gnaw at me and then some. But I can think of no more serious grievousness than … [Read more...] about I AM a Customer But You Don't Know It