Sales pipeline management: let’s stop confusing progress with probability
Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing).
Why working harder might make you less effective
“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”
Automating Stupidity
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.
4 sales processes you really don’t want to automate
Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom lines. And in transactional sales, it might even eliminate the need for human salespeople altogether.
Is Technology Actually Helping or Hurting Your Sales Conversations?
Technology can be a double-edged sword for sales departments. The promise of greater efficiency and effectiveness is hard to resist, yet many technologies actually make things worse rather than better.
How to harness the power of flow to make more sales
If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Research Collective and leading expert on human performance, says you can, by harnessing the power of “flow.”
