B2B sales will define forecasts, they will define ideal customer profiles, qualified marketing leads, even qualify conversations for disco. But so infrequently we hear the conversation around what an ideal…
What are you looking for in a gong call? There is tone and then there is body language, but outside of that, should the remaining not already be in salesforce? The framework…
Coaching a senior rep is never easy - the mindset for years has been that we let them do what they do. But win rates have dropped by 15%, sales…
You sold the champion, they are going to escalate this to the next level and now you have to navigate the waters of the organization to the top. What…
Seventeen. That's how many emails I unsubscribed from today. Noted Analytics sponsored SaaStr Annual last week in San Mateo, CA so I went and met a lot of different software vendors. And here…
Forecasting can not be predicted with 100% accuracy but, just like insider trading, if you have a better understanding of the problems we are about to face, you can better…
Attrition - “the action of gradually reducing the strength or effectiveness of someone or something through sustained attack or pressure.” Even our most effective sellers can start to tune out,…