Understanding the Sales Force
DECEMBER 13, 2018
The first is to repost my Nutcracker article - one of my most popular articles and by far, the most read article each December. I first wrote the Nutcracker article in 2010 and have reposted it for each of the past 8 years. Routines are familiar, we don't have to think about it, and it's predictable.
Understanding the Sales Force
DECEMBER 15, 2020
At the same time each year I repost a seasonal favorite, an article I first wrote in 2010 with 3 great sales lessons from the Nutcracker. Please read my original post because it's one of my best analogy articles ever! That is as true for the Nutcracker ballet as it is for my Nutcracker article.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Understanding the Sales Force
DECEMBER 11, 2012
I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. CSO Insights - How Many Salespeople Made Quota in 2010? Harvard Business Review Article on Sales Leaves Me with Mixed Feelings.
Understanding the Sales Force
DECEMBER 10, 2018
But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the percentage hasn't even returned to pre 2008 rates. This article attempts to explain why.
Zoominfo
JUNE 23, 2020
Since 2010, there has been exponential growth in one essential area: hiring. ZoomInfo’s database also shows that, up until 2010, less than 500 companies had employees with the words “diversity” or “inclusivity” (D&I) in their title. Visit Medium to read the full article.
Zoominfo
SEPTEMBER 30, 2020
When Brand Ambassadors first gained popularity in the early 2010’s, the approach was simple: Companies would identify their most loyal customers, ask them to showcase their loyalty in a genuine way, and then reward them with perks like free gear. She was being sold to. This is what brand ambassadorship looks like in the 21st century.
The Pipeline
NOVEMBER 25, 2011
December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009. August 2009.
Expert insights. Personalized for you.
274 
Let's personalize your content