When I recently heard that a prospect was re-organizing and moving the sales folks into geographic verticals, I was baffled. Across the board, through decades, using any sales model, selling any solution, the sales model closes 7%, plus or minus 2%. Regardless of where the sellers sat.
From what I gather, the thinking behind this is to ‘be nearer [...]

I am addicted to the TV show Parenthood. In it, a 12-ish-year-old boy named Max has Asperger’s.

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework…

My friend Anne Miller is quite a brilliant woman. Her whole business is built around ensuring that clients and buyers get the right messaging at the right time in the right way. Toward this goal, she has written 2 acclaimed books on using metaphors to explain a solution, teaches negotiation skills,  and runs a very interesting [...]

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting?