If you Google “Sales Progression Definition” it’s a bit nebulous and you won’t find a specific definition in the initial search. We have been intensely reviewing each client’s appointments occurring here in early 2015 and closing the loop to understand for ourselves and for our clients if our leads are progressing or getting stuck with no ... Read more … [Sales Progression and Closed Loop Best Practices 2015]

When you don’t lose on price you sometimes lose on bad decisions or simply a decision was never made. This is an interesting dilemma for some of our clients and sometimes for our own organization. Most Sales leaders start to wonder why they lose deals and attempt to track this closely. We decided to do the same and we were surprised that this ... Read more … [Are you losing new business on bad decisions by prospects or because no decisions were made?]

We had to be honest with ourselves. We ran into this challenge twice in the past 60 days. I guess the conclusion we came back to was what is almost always comes back to.  It’s all in how you engage and agree to do business. How we set up our terms of engagement, deliverables and agreements wasn’t sufficient enough to guarantee the outcomes we ... Read more … [How many vendors do you pay to produce little to no results?]

In the spirit of the fall harvest we thought of how companies specifically harvest their best lead opportunities. Many of our conversations with clients and prospects form around what the marketing team wants to hand to the sales team and what sales expects. Sirius Decisions shared a few years ago that this step in their demand generation ... Read more … [Harvesting your leads to make sure they are going to be accepted and valued by the Sales Team]

There is an old saying of “the blind leading the blind”…We didn’t know where it came from so of course we looked it up on where else but google and this is what Wikipedia came up with. It’s actually a biblical quote “If a blind man leads a blind man, both will fall into a pit.” Recently we underwent an exercise around ROI calculations with ... Read more … [The Blind Marketer Leading the Blind Marketer]