Do you know where your sales pipeline is?

Mar 29, 2015 | Sales

In the 1970’s and 1980’s, there was a television public service announcement campaign that asked: “Parents, it is 10:00 p.m. Do you know where your children are?” All sales execs are asking themselves the same question about their sales pipelines....

Who changed the sales funnel?

Mar 29, 2015 | Sales

Ah the proverbial sales funnel. All of us in sales have lived by it and some of us have died by it in our careers. What is it? Has it changed? Who changed it? The sales funnel is a metric driven tool used to measure sales conversion ratios. That is to say the...

The top 3 deadly sins in dysfunctional sales & marketing

Mar 29, 2015 | Sales

I feel like a relationship counselor writing this blog post but most of the technology companies that I’ve worked with over the past 20+ years have had a dysfunctional relationship between sales and marketing. The only thing that varies is how severe the...

Lets all cough together: our prescription for sales and marketing alignment.

Mar 29, 2015 | Best Practices, Sales

It seems that sales and marketing alignment, unlike a doctors exam, is something everybody wants to do.  It feels like we get an email a day from Marketo or Eloqua on alignment issues, ranking as a topic only slightly behind insights on how to integrate social...

The Context Behind the Data

Mar 29, 2015 | Learning, Sales

Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...