'I just returned from attending DemandCon in San Francisco. DemandCon’s purpose is to offer education and insight into the art of aligning and accelerating the sales and marketing funnel. Unfortunately, I was only able to attend the first of the two-day event. say ‘unfortunately’ because it turned out to be a great networking opportunity. But most importantly, it proved to have a number of really great speakers along with relevant and interesting topics. In case you missed the event, I’ve jotted down my key take-aways from three of the most compelling sessions. Why don’t they? MORE >>

I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. Getting these essential principles wrong, or adopting an all-too-pervasive attitude of denial, will eventually kill your business. And the market, along with your prospective clients, will show absolutely no mercy. Those fundamentals are lead progression , prospect progression , and opportunity progression. Today I will expand on lead progression. Lead Progression. Younow need to know why and what affects the outcome. MORE >>

What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? m betting your answer is YES. That’s because you know it’s absurd to think you can obtain different results in the future without changing something about the way you do business currently. That is after-all, the very definition of insanity. How on earth will you do it? Here’s the good news. It is helpful for sure. Necessary? MORE >>

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. After an inspiring opening by Bob Perkins, AA-ISP Founder and CEO, Jill Konrath got the audience roaring with her skit that deftly demonstrated the reality of today’s sales world, all the while making a very serious point. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. flew back home to Sacramento, with a blizzard of thoughts and ideas whirring around in my head. Anneke Seley). MORE >>

Tweet Olympic athletes train hard, and they are certainly among the ranks of the most dedicated in the world of competitive sports. They strive to excel in every capacity and endeavor, to have the right team,the right equipment, the right training regimen, the right attitude, and the right support network. But there is one factor, perhaps above all else, that determines whether they will find themselves perched atop that highest and most coveted pedestal – they really know their numbers. That’s right. They know exactly what their numbers are, down to the fraction. What to measure. ” . MORE >>