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Pipeline

Marketing, sales and revenue models.

Turn Prospecting ‘No’ Into ‘Yes!’

We always approach prospecting from a negative, glass half-empty perspective. KLA Group’s Kendra Less explains how to flip that upside down.

Can Sales Leaders Self Coach?

There’s a huge amount high performers can and should be doing for themselves. Here are seven steps to more effective self-coaching.

What About Sales Person Retention?

In the age of subscription services and customer churn, you’re increasingly obsessed with customer retention. But don’t forget about sales person retention.

Your Lead Generation Expectations Are Wrong

When lead generation expectations are wrong, so is everything else: The process, budget, activities, content and staffing. KLA Group explains the fix.

Customers and Sales Teams: We Still Need Each Other

Customers and Salespeople are on diverging paths as we minimize our interactions with each other. Here’s why both sides must reverse that trend.

Fixing the Sales Team Compensation Problem

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” Here’s why.

Why I Won’t Invest My Time In You

Isn’t it ironic: Too often, we ask prospects and customers to invest their time in us. Yet we haven’t invested the time to earn their time.

Lenovo Eliminates Certification Requirements for Partner Program Advancements

Lenovo partner program tiers now based purely on sales targets & revenue generation rather than certifications. Can new approach take PC share from HP Inc.?

Make B2B More Like B2C Sales?

Complex B2B sales involve more people in the process–both directly & indirectly. In B2C, we typically deal with one or very few decision makers.

“The Best Way to Sell Something…”

Awareness, respect and trust are critical, but they are insufficient to drive customers to change or to buy.