As you may have seen elsewhere, I spent a lot of the summer of 2017 writing my new book. (If you are reading this before November 6, 2017, and you are going to Dreamforce, I’d love it you could join me at book launch party – Nov 6, 7pm, Novela, San Francisco). The book –…
I was asked recently if we had any research data sales Win Rates by industry. The charts below provide detail on that. But first a few comments. Win Rate is never a simple topic and there are different definitions. Do you measure all closed deals (won and lost) or all deals that you worked? Do…
I’m trying Mandy, I really am. When you wrote “I don’t really want to break up with you“ it got to me. I thought about it – and I think I understand. (By the way, what you wrote has now been read by thousands of people online, and I’m not sure how I feel about that.) You’re a girl…
Planning is an unnatural process – it’s much more fun to get on with it. The real benefit of not planning is that failure comes as a complete surprise and is not preceded by months of worry. – Sir John Harvey-Jones It is that time of the year when our thoughts turn to account planning –…
One of the perks of my job is the interaction I have with so many really great sales leaders around the world. Every day they are out there on the front-line making it happen. In a recent tour of some of our great customers, I was struck by some common principles that are applied by…
So here’s the thing. There are really only two things that a salesperson controls; (1) who they call on, and (2) what they say when they get there. Ideally a seller is spending as much time preparing for and executing on the ‘what’ as he is deciding on the ‘who’. After all, no matter how well you have refined your…
