Yesterday I published episode 711 of my top-rated sales podcast, Accelerate! with Andy Paul. There was something about that number, 711, that triggered me to look back at the interviews I’ve published over the past 12 months. It was a great year. Today I’m sharing with you the 5 most popular episodes on Accelerate since […]
This may surprise you. One of my favorite sayings about sales is from General George Patton.
What percentage of your most qualified prospects do you convert into paying customers? Win rates are not a terribly useful team metric because there is no collective activity you can undertake to improve it. A team win rate is just an average. And averages are not reliable measures of performance across a diverse group of […]
Good morning! I hope everyone had a great holiday weekend. We were up in the Catskills this weekend. Friends host an annual softball game-cookout-barn dance.
Good morning! I hope everyone has a safe and happy Memorial Day weekend. (And, Happy Birthday, DLP.) Experience is a great teacher. There’s a limit, however, to how much it can teach. Ben Franklin said, “Experience is a dear teacher, but fools will learn at no other.” In other words, “He that is taught only […]
Good morning! When you have an opening in sales, do you hire a sales person or a member of a sales team? Are you still hiring to a specific sales “type,” each one a clone of the other? Is your sales organization just a collection of sales free agents each pursuing their individual goals? Or, […]