Is it time to stop relying on quota achievement as a measure of sales productivity?
Annual research findings from CSO Insights have documented a steady year over year erosion in the percentage of B2B sales reps that attain quota. If less than 50% of sales reps are hitting quota, does it still have any value as a measure of productivity?
In 1975 Charles Goodhart, a …
Buyers choose to do business with you. Not your product.
Your product is nice. I’m sure. However, your product doesn’t win orders. You do.
I realize that this doesn’t come as revealed wisdom for most of you. The whole idea of customers “buying you” has been around forever.
However, increasingly I see B2B sellers lured by the false promise of a future in which AI-driven sales tech and …
Everyone feels the constant push-pull in sales.
You want to make the big deal happen. However, the buyer isn't yours to control.
You want to push. You have to be patient.
Pushy? Patient? You gotta be both.
Being pushy is the ability to create forward momentum in a deal.
To be pushy is to identify opportunities to deliver needed value and win commitments to next steps in exchange.
The problem …
In his great essay, Self-Reliance, Ralph Waldo Emerson wrote “My giant goes with me wherever I go.”
We all have giants that tail behind us.
Emerson was referring to our giants as the embodiment of our self-doubts, insecurities, timidity and weaknesses. Our giants represent the sum of our vulnerabilities.
We feel the burden of these vulnerabilities. We think they limit our …
Jesse Marsch is the first American to coach a soccer team in the UEFA Champions League, the premier club competition in the world.
He’s the head coach of Red Bull Salzburg, the top team in Austria. He’s a master motivator and incredibly thoughtful about how to develop the capabilities of his less experienced players.
I love the following quote of his:
"Game day is for the …
There’s a lot of talk these days about the future. After all, it’s election season and we have a lot of scary issues confronting us.
There’s also a lot of talk about the future of sales.
What does the future hold?
Three, five, 10 or 20 years from now, what sort of world will we live in?
No one knows.
Nils Bohr, the Danish Nobel Prize winning physicist, famously said “Prediction is very …
Hello from Las Vegas. Looking forward to a full day at the Gartner CSO & Sales Leader Conference.
A couple weeks ago I published episode #724 of Accelerate! with my guest, Jens Henschel.
It’s received a lot of attention. If you haven’t listened to it yet, today would be a good time.
Jens is a partner at Fivis.io. He’s a leading procurement expert. His London-based consulting firm works with …
I’m winging my way to Las Vegas today for the Gartner CSO & Sales Leader Conference. There’s always a lot of interesting research on sales presented at the conference. I’ll share the highlights of what I learn in an upcoming email.
If you’re going to be at the conference, let me know. I’d look forward to meeting you.
Most of what I know about sales I learned from my customers.
I endured four …
Heads up: There are sales “experts” that will advise you to hold back on talking about price until you’ve created the context for your pricing discussion. That’s bad advice.
Quick email this morning to announce the release of the latest episode of Accelerate! The Sales Podcast of Record.
Today on Episode 726 my guest is Bill Wilson, CEO of SalesRight.
Our conversation is all about the …
Everyone in sales can use a little luck.
Here’s the secret: you can increase your luck.
A growing body of research has found that to a large extent you can make your own luck.
Luck is largely a product of the choices you make.
Richard Wiseman, of the University of Hertfordshire, in a large study on luck, found that lucky people are those who make the most of the new opportunities they …
Andy Paul has been in B2B sales for over 40 years. He’s sold everything from computers to SMBs, to complex communications systems to the world’s largest enterprises. He’s been responsible for hundreds of millions of dollars in new business, and now he helps ambitious salespeople, sales teams, and companies to grow their revenue.