Forecasts are about the deals, not the number!
This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.
How to supercharge your account growth - 10 articles to read
If you’ve been following me, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH.
A brief history of sales opportunity qualification
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.
What if outstanding service is stunting your growth?
Everybody knows that great customer service is key to retaining and growing accounts, right? We believe this so strongly that we invest countless hours and boundless resources into developing customer success teams whose sole job is to ensure that clients are so happy that they continue to buy and increase spending.
A history of sales enablement — and predictions for its future
Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new approach to sales operations and management.
How to get a free trial of Membrain
When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms.
