The best sales leaders use metrics and measures to their advantage in coaching, decision making, and strategy. As I previously highlighted, one of the powerful characteristics of sales leaders is that ...

Expertise alone doesn’t close deals. Success comes from connecting your capabilities to what buyers truly value. This can be achieved through a structured sales process. A structured sales process is ...

Learn how to build a B2B sales pipeline, define stages, qualify opportunities, track pipeline metrics, and improve sales ...

Sales management is the process of leading and directing a sales team to achieve sales objectives. It involves creating strategies, setting goals and providing guidance to sales team members to help ...

What if a salesperson could crush their quota but still be underperforming? When sales organizations are focused on the long-term, sales leaders track KPIs beyond new business. They look at the big ...

I recently conducted a simple, one-question survey, using sales pros as my target audience. The question was idiotically simple: What is the most important metric for people in sales? In this era of ...

Tracking your sales metrics can do a lot to improve your efforts. A vigilant watch on the sales metrics facilitates evaluating and forecasting performance of the sales team. Consistent and accurate ...

Most small businesses don’t actually need a new CRM or a salesperson when revenue feels shaky — they need to tighten their fundamentals. In under 10 focused hours, founders can sharpen positioning, ...

Running a B2B business is challenging when your clients are few and your competition is plenty. Only the best are able to achieve those coveted high conversion rates—convincing other companies to make ...

Earlier this month at Dreamforce, salesforce.com announced their new Analytics Cloud. With the Salesforce Analytics Cloud, you can pull up information about business performance on your cell phone, ...

“Talladega Nights,” which happens to be one of my wife’s all-time favorite movies, is famous for lines like, “Dear 8 pound, 6 ounce newborn infant Jesus” and “Shake & Bake!” But perhaps the biggest ...