Sales team results Having spent many, many hours in Board and Exco. Meetings, and Quarterly Business Reviews (QBRs), there is one slide that always gets a lot of attention. It’s the one that lists your sellers’ names on the y-axis and their percent to goal on the x-axis. Green for those at or above 100% […]
Lost deal Very early on in my career, I received a piece of advice I will never forget. I was doing a deal loss review, highlighting all the reasons why we lost. I can’t remember the specific reason, but it’s was likely one of the usual suspects like; Budget suspended, Project leader left, Company got […]
Planning to hit the big number At the beginning of a year, most sellers are given their territories and quotas. At this point, many have a mini panic attack and feel a little overwhelmed. However, they quickly compose themselves and start to build a plan. Below is the story from a successful Olympian with an […]
Countless research talks to the fact that now more than ever, all decisions are made-by-committee. This is true for both large and small organizations alike. Armed with this knowledge all sellers need to beware of the One-Contact-Trap and negotiate access to a broader stakeholder community early! Classic persona titles include; Sponsor, Champion, Power Sponsor, and […]
She’s not returning my calls or emails How many of you have had a contact ghost you? Everyone! You know the story. You’re running an opportunity, your contact is telling you all the right things, you’re making progress and you feel good about winning the deal. And then bang, all of a sudden, she won’t […]
Are you in control of your business? Your efficacy as a sales leader is judged not only on your ability to hit the number but equally important (sometimes more), on your ability to predict the number. Data analysis aside (topic for a different blog) deal reviews are an important activity for managers to understand where […]