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Companies need excellence in managing their sales funnel at every level. From salesperson self-diagnosis to sales management one-on-ones, to executive funnel meetings, funnel management is the key to understanding the health of the business.  Doing it well is a differentiator of high-performing sales organizations. In this article, I’d like to go over some of the principles ...

“Plan your work - work your plan” We all know it, right?

What does your pricing say about you? Most salespeople lack the confidence to charge full price. Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. This reflects an underlying lack of confidence in the ...

RaiN Group recently surveyed 423 sales and enablement leaders and discovered their top 10 sales priorities for the year ahead. Rain Groups results from the survey:

When you’re leading a sales team, you’ll have a diversity of creative personalities and practical thinkers. In order to harness all of the energy to produce an effective and efficient sales funnel, it’s important to strongly rely on specialization. What Specialization Brings to the Table Specialization involves the repetitive nature of an action that leads ...

In this, our final article on the subject of product evangelism, we’re going to take up a subject that is eternally controversial: the “spirit” or the “soul.” There are many views and opinions of what a soul or spirit is. Hard science dictates that there is no such thing. Philosophy and religion have been all ...

"The mind is the limit. As long as the mind can envision the fact that you can do something, you can do it, as long as you believe it 100%." -- Arnold Schwarzenegger

Your truth or their truth? It’s definitely a combination of both!

Common sense is a basic ability to perceive, understand, and judge things, which is shared by ("common to") nearly all people