One of my principles is teaching discovery toward real Economic Impact for the prospect/customer. One thing is true and withstands the test of time: waiting and
As we continue to hear about the values of AI in sales it seems to me that people are missing the bigger picture. This post
We are often asked a few questions about deal scoring, sales forecasting, sales training, and sales coaching. So we decided to document them and share
We should expect our sales forecasting to be flawed. ALWAYS. In fact, sales forecasting is not even about forecasting. More on that in a moment. The
