I must have done thousands of pipeline reviews over my career. Somewhat … [Read more...]
Why Do 95% Of Customers Buy The Last Day Of The Quarter?
If I'm to believe the pipelines I spend lots of time reviewing, there is an odd … [Read more...]
Deal Strategies, Helping The Customer Buy
Recently I wrote, "What If We Kept The Target Close Date Sacred?" It focused on … [Read more...]
What If We Kept “Target Close Date” Sacred?
Just finished one of those "aha" conversations with a client. Thought I would … [Read more...]
“They Aren’t Using CRM!!!”
The first time a sales manager made this statement to me, in frustration, was … [Read more...]
The Pipeline Review
I was meeting with a client, we were doing the first pipeline review as part of … [Read more...]
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