As the funnel turns…

One of the most vital of sales process metrics is Cycle Time. How long, on average, does it take to convert a newly identified sales opportunity into a purchase order? Comparing and contrasting Sales Cycle Time across different members of the sales team and different products and services consistently yields insights that lead better best […]

Beef-up your sales call follow-up

It doesn’t take a genius to realize that a prompt, succinct, professional, written sales call follow-up note/email to a customer or prospect is essential. It’s an outstanding, lasting way to: Reinforce your sales message Address (again) any objections that may have arisen Mention something you forgot to bring up during the meeting (Sometimes forgetting-on-purpose-and-mentioning-it-in-your-follow-up is […]

Perspective on a career in sales management

Nikola Tesla: Imagination and the Man That Invented the 20th Century by Sean Patrick is quick, must-read for all sales leaders. It’s not about Tesla himself. He was a heck of an interesting guy, but it’s the career advice that hit me right between the eyes. The Intelligence/Work/Luck triad is something I’ve written about myself. […]

The basic numbers

Sometimes, because the fundamental, obvious stuff is so fundamental and obvious, we as sales manages lose sight of it. One example of this is analyzing, thinking about – DEEPLY thinking about – and discussing Close Rate, Sales Cycle Time and volume of opportunity in the Sales Funnel. Take some sample data. With the exception of […]

Fat, dumb and happy (Merry Christmas!!!)

“The fuel on which science runs is ignorance. Science is like a hungry furnace that must be fed logs from the forests of ignorance that surround us. In the process, the clearing we call knowledge expands, but the more it expands, the longer its perimeter and the more ignorance comes into view.” From Genome: The […]