Category: Performance

Stop Basing Your Probability Of Winning Based On Where You Are In The Pipeline!
Posted on February, 2013

Yeah, yeah, we all know it's how we've "always" forecasted probability and … [Read more...]

February 21, 2013 by David Brock 2 Comments

Sales Operations has a different meaning for every organization. In some … [Read more...]

February 20, 2013 by David Brock 5 Comments

The funnel/pipeline is a key tool for sales people and managers to assess … [Read more...]

February 15, 2013 by David Brock 9 Comments

Sorry, I have to admit, I'm letting off a little steam on this post. I just got … [Read more...]

February 10, 2013 by David Brock 2 Comments

I recently read a quite interesting blog post entitled, "The Secret Sauce To … [Read more...]

Insight is a key differentiators in the value we create for our customers, … [Read more...]

I did a series of videos on Globalization for OpenView Labs. This is the … [Read more...]

January 25, 2013 by David Brock 1 Comment

I'm buying a new car----no this article is not going to be about me whining … [Read more...]

Anyone who has been involved in competitive athletics at any level knows you … [Read more...]

You'd think I shouldn't have to write a sales blog post about "Conflict … [Read more...]