Salespeople Can't Help Navigate the Customer's Journey without Listening for Directions

By |December 1st, 2016|Sales Performance Management (SPM)|

“Cheshire Puss… Would you tell me, please, which way I ought to go from here?” “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where,” [...]

Analytics, Sales and Marketing, and “Moneyball” The Promise (and Peril) of Relying on Data

By |September 11th, 2015|Marketing|

Way back in 1983, as a baseball-crazed teen who wasn’t that good at playing baseball, two books were top of my reading list: The Art of Hitting .300 by Charlie Lau, which I hoped would [...]

Sales Forecasting: the Dark Art that Can Doom Your Business When Done Wrong

By |September 1st, 2015|Lead to Money|

Ever noticed how sales managers and sales VPs all get a little weird around forecast time? There’s a bit of edginess in the air; they’re forced into looking at data, and extrapolating some meaning from [...]