What’s your pipeline coverage?  We all feel good about 3x pipeline.  But what did you do to confirm the quality of that 3x pipeline?  Most sales leaders are burdened with spending a lot of time vetting opportunities with reps.  Considering all the other work that has to be done to

Download this guidebook for a sales process evaluation with practical recommendations to help you identify the current state of your sales process, understand the areas in need of improvement, and take the necessary execution steps to positively impact revenue. With this evaluation you will learn how to: Formalize your sales

On-Demand Webinar with experienced sales leaders Steve Demarco & Jim Eberlin Originally Recorded on Wednesday, November 15th Learn how Artificial Intelligence provides the science to help the art of sales. Ever have that sinking feeling when asked “What number are you going to hit this quarter?” Especially when asked by

  What would a 11-13% increase in quota attainment, win rate and revenue plan attainment mean to your business? On a $10M quota for the sales team, this could mean $1.1M to $1.3M in more revenue. And what if you could achieve this without adding sales resources or spending more on

Most companies think of Sales Process and simply say “Yeah, we got that” while viewing it as a 3 step linear journey; we go from prospecting, to discovering, and ultimately closing the deal while delivering the numbers necessary for quota. Until recently, the way to look at Sales Performance was

Originally Recorded on Thursday, August 24th   IBM for decades was famous for its short and pithy mantra: THINK.  Apple made hay with its partially cheeky, partially pithy slogan: THINK DIFFERENT.  When it comes to sales process, what impact it has on overall performance, predictability, and personnel, here’s an updated bit of advice: THINK AGAIN.