Partners in Excellence

NOVEMBER 25, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. PLG is great for sales. Learning about the customer, their markets, their industry is so distracting! Of course we can always blame marketing. But then, there are some challenges.

Revelation 122

Revelation Hiring Lead Rank Lead Scoring 122

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

DECEMBER 1, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. PLG is great for sales. Learning about the customer, their markets, their industry is so distracting! Of course we can always blame marketing. But then, there are some challenges.

Revelation 118

Revelation Hiring Incentives Incentive 118

Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. Somehow we get away from the idea that our goal is to design a plan that incents people to achieve and overachieve their goals.

Revelation 68

Revelation Incentives Incentive Knowledge Base 68

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 131

Forecasting Revelation Incentives Incentive 131

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 68

Forecasting Revelation Incentives Incentive 68

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146