tilting-the-numbers-in-your-favor-the-tyranny-of-more 
Partners in Excellence
MARCH 19, 2019
I have tremendous empathy for sales people and what they face as they struggle to make their numbers. It seems the mantra is always “do more.” ” The solution to anemic pipelines is “do more prospecting” (that seems to be the magic solution to every sales problem). Unfortunately, our numbers tumble.
Partners in Excellence
OCTOBER 30, 2022
We know the incessant mantra around maximizing the number of calls we make every day. We know, almost daily, we have to make more calls than we did yesterday, last week, last quarter. Fewer customers are responding, so to make our numbers, we have to make more calls. You want to keep your job, the comp plan is outrageous.
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Partners in Excellence
MARCH 20, 2019
I wrote, “Tilting The Numbers In Our Favor, The Tyranny Of More.” ” In that, I suggested we might actually be more effective if we started thinking about how we accomplish our goals by doing less. For example, we could choose to do more prospecting or even better prospecting.
Partners in Excellence
APRIL 12, 2022
We struggle to hit our goals, make our numbers. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity. As I start peeling back the numbers, reinforced by data from the research firms, I start seeing win rates at 20% or less! ” The answer is always, “Do more!”
Partners in Excellence
AUGUST 23, 2022
Fill our pipelines with qualified leads, and the numbers will work out–we’ll win some, lose some, but hopefully get enough to achieve our goals. “More,” always seems the solution to every sales woe. Our job is to find/qualify a sufficient number of opportunities to achieve our sales goals!
Partners in Excellence
AUGUST 5, 2019
One might be to find more opportunities–which would cause us to focus more on prospecting. Or we might focus on selling more to current customers, since it may be easier than acquiring a new customer. Or we might focus on selling more to current customers, since it may be easier than acquiring a new customer.
Partners in Excellence
JULY 17, 2019
The answer to making your numbers is always more demand gen, lead gen and prospecting. Talk to any manager, most will say, “We need more in our pipelines.” It’s not that they won’t see a sales person, but the digital journey is much more efficient for them. In reality, we need to do it all.
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