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?
Recently, a salesperson wrote a post talking about the cold call/sales spam messaging being discussed online. She took issue with people publicly posting the “negative” examples of sales spam they receive. The poster only wants us to share "positive" sales messages that work. And, yes, I'm rolling my eyes as I type those words. Seeing the bad and the good is how the point about … [Read more...] about Does Your Attitude Get You Iced Out?
No. You don't! Sometimes I feel as if I’m living in an alternative universe where things seem so glaringly obvious to me but not to others. I think about the sales and marketing professions a lot. Sales, in particular. I listen, although that is sometimes hard to do when we have certain factions in the sales training and coaching world arguing with each other about WHO owns … [Read more...] about Another Sales Hack…Do You Need It?