Partners in Excellence

MAY 1, 2024

But we revel in the data and analytics we have at our fingertips. But we’ve invented a way to rationalize this, bragging about our “Rule of 40,” and our potential market cap—yet we have never seen a penny of profit and have no plans to ever see one. Winning is messy, but winning produces results.

Revelation 105

Revelation Lead Gen Scale Face-to-face 105

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. We looked at the prior quarter forecast–they had committed to make $1 Billion for the quarter–and they made their number (high fives all around). At the end of the quarter, we found about 50% of the deals they forecast actually came in.

Forecasting 121

Forecasting Revelation Incentives Incentive 121

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. We looked at the prior quarter forecast–they had committed to make $1 Billion for the quarter–and they made their number (high fives all around). At the end of the quarter, we found about 50% of the deals they forecast actually came in.

Forecasting 68

Forecasting Revelation Incentives Incentive 68

Partners in Excellence

DECEMBER 11, 2013

We fill our time with activities—email, tweeting, research, CRM, more meetings–some with customers, more email, forecast and pipeline reviews, deal reviews, presentations, conference calls…… The list goes on. We complain about it, we look harried, we feel time pressured, yet we revel in the busyness.

Revelation 84

Revelation Fashion Conference Forecasting 84

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc. How Customer Success Drives Predictive Sales and Marketing.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

Sales Hacker

NOVEMBER 21, 2019

Marketers have been much quicker to jump on the tech-adoption bandwagon. For instance, marketing language software — powered by machine learning — helped JPMorgan Chase increase headline clicks by as much as 450%. Sales and marketing have always had different ways of approaching the same problems. AI does have its limits though.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Partners in Excellence

JUNE 6, 2018

Forecasts, customer feedback, all sorts of things. For example, marketing and product management want to learn more about customers and how to better serve them. Too often, we find sales people unconsciously reveling in the distraction from being with customers—being with customers is tough work!

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52