What Fishing can teach us about Sales Productivity
The peanut-butter spread approachLet’s say I own 100 fishing boats and I am awarded the exclusive rights to fish an area, let’s say it’s a square-shaped area that is 10km wide and 10km across. If I don’t know any better, I will divide this up into 100 equal 1km x 1km...
Seven Tips for Forecast Credibility
A CRITICAL CRITICAL Topic ‘THE FORECAST’ is so important for all sales and business leaders. Your credibility will be judged directly on how well you manage the forecast process. CEOs have been fired for missing their forecast as have many others down the line. We...
The Revolution of the Sales Funnel
The Rapid Evolution from Sales Funnel to Customer Journey There has been a huge change in the behaviour of the B2B buyer over the last ten years or so. Previously, a buyer would have been taken out for lunch, to the golf course or cold-called by a salesperson. Today,...