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 ...

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 ...

“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 ...

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 ...

Every salesperson wants a healthy pipeline, but many don't have a reliable way to take its temperature. Beyond just "healthy" or "dry," what do you need to look at to truly gauge the health of a sales ...

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, ...

Growing and scaling a business requires a solid strategy and disciplined execution. As a business growth coach who’s worked with dozens of high-growth companies, my job is to help leadership teams ...