HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. This proprietary information is only reveled when you have an internal spy.   The sales cycle is a formalized information-and-activity exchange.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

NOVEMBER 25, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. PLG is great for sales. And then there are the Chatbots, AI/ML that eliminate the need for PLG driven sales people. How do we incent them to change and start the journey?

Revelation 151

Revelation Hiring Lead Rank Lead Scoring 151

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 143

Forecasting Revelation Incentive Incentives 143

Partners in Excellence

DECEMBER 1, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. PLG is great for sales. And then there are the Chatbots, AI/ML that eliminate the need for PLG driven sales people. How do we incent them to change and start the journey?

Revelation 118

Revelation Hiring Incentive Incentives 118

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. You're welcome.

Prospecting 111

Prospecting Cancellation How To Revelation 111

Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. Somehow we get away from the idea that our goal is to design a plan that incents people to achieve and overachieve their goals.

Revelation 71

Revelation Commission Quota Incentive 71