Want to retain customers? Simple: Sit on their side...

Want to retain your customers? Customer Retention was chosen as the #1 Strategic Imperative by …

Who Trusts Social Media?

Making a purchase decision is always risky for the buyer, especially when it comes to …

The Secret to Hitting a Sales Home Run? It’s...

Twenty years ago, the manager of Oakland Athletics baseball team had an inspired idea. Lately, …

Sales Targets: Who’s Who and Why Do They Matter?

Our survey of salespeople (see The Biggest Account Planning Challenges & How You Can Fix …

5 Reasons Why 59% of Sales Forecasts Are Wrong

Would you let an octopus manage your sales forecasting? …Statistically speaking, you’d be better off. …

Dreamforce 16 — Artificial Intelligence Augmented with Humanity

A week after Dreamforce … and I am writing this as I stand in my …

12 Critical Tips for Sales Account Planning

When is the right time to start thinking about maximizing revenue from your existing customers? …

Account Planning increases your win rate x7

What do you call your Account Planning process? Do you know its value to your …

The Secret to Selling SaaS – Value vs. Product

Often a conversation with a customer can begin with this question: “So what is it …

There are 4 sales velocity levers. Are you...

There are only four factors that impact how much you sell. I use a term …

Road To Nowhere! How To Spot False Sales Opportunities

You know that feeling when you’re driving somewhere in a rush and you suddenly realise …

The Vanity of an Inflated Sales Pipeline

Which is better – a sales pipeline that has $30m in opportunities, or one that …