June 29, 2017

Percentage of What???

Most CRM systems have a field labeled Percentage of Probability. Many of them equate the probability of winning with progress through the selling cycle. For example, […]
May 18, 2016

Lead the Buying Organization to the Finish Line

The Pied Piper Story When sales teams are asked how they would like to improve performance, we often hear: “How can I exert more control into the process?” […]
October 22, 2015

Finding, Cultivating and Employing Guides

Guides are Not Optional A Guide is a Buyer who wants your solution and is willing to work to help you win a sale. Few things are […]
September 9, 2015

“Why did they hire her?”

Several months ago, while preparing with a young sales exec for an upcoming sales call, I asked what he was planning to do in the meeting. Mind […]