Manage The Pipeline!

There's a big difference between your pipeline and your forecast. To be sure, your forecast is important — but it's not really something you can manage. Your pipeline,…

Continue Reading

Sales vs. Marketing

Sure, sometimes lines can blur a little, but at their core sales and marketing are very different activities. Each of them cover large swaths of territory, and people…

Continue Reading

Sales Is Sales

Sales is sales. Sales is not marketing, it's not processing, it's not administrative work. It's sales. It's a different skill set, with different goals than any of those…

Continue Reading

Coach!

Last week I spoke about the importance of celebrating the little wins, and the aside of punishing things (big or little) in private. But really, those are both…

Continue Reading

Celebrate!

It's an idiom that we've been using for almost a century now: the carrot and the stick. And if anyone understands the metaphor, it's sales people. The carrot or…

Continue Reading

Process Is People

Process is critical to creating a high-performing sales team. You need the right tools in place to be able to make quick judgements about what's working, and what…

Continue Reading