Blow Up the Weekly Pipeline Review
The weekly Pipeline Review call is… a waste of time. Let’s be honest, sales reps handicapping their deals then rotting on the phone, and managers… Read More
Blog
Where is Sales Management?
We’re approaching two decades into the New Millennium. Still a long way to go to the next millennium, but no excuse for living in the last… Read More
In Data Science, PROCESS is KING
These days, there are lots of screaming fans on the analytical side of Data Science… AI, Machine Learning, IoT…. Scores, ranks and notifications aplenty. VCs… Read More
Historical snapshots… Can’t predict the future (or help grow sales)
“Big Data” and “AI” are a monolithic concepts these days. Everyone’s doing it, so jump in! Wrong. Right = Focus on a few key questions.… Read More
What makes a “Good” Predictive Model for Sales?
Most of the focus on “Predictive” these days is on the analytical part, or “scoring”, and data scientists. And accuracy. We need more data scientists,… Read More