Battling the 57%: From Sex to Romance – The Ultimate Flank

Don’t be put off by the title. This might not be what you expect.  And sometimes that’s the point.

There is a lot of nuance behind the 57% statistic – the CEB research that says buyers are 57% through their purchase cycle before they contact a supplier – and there are things you should do before, during, and after, the 57% point, if indeed this applies to your business.  (I promise I will get to the romance shortly.)

I think it is important to reflect on what the 57% really means and the limit of its impact. It is getting a little…


Helping the Front-Line Sales Manager – It’s All about Rhythm

About once every six months I have the privilege of hosting some of our customers at our Customer Advisory Board meeting.  At these meetings we always learn a lot about how Dealmaker is being used to drive sales performance.  I am just back from San Francisco where we had gathered together a group of sales leaders to discuss our future plans and to get their input on how we can serve them better.

One of the topics we frequently discuss is the critical role of the front-line sales manager.  It is well understood that this important link in an organization’s sales ecosystem…


7 Principles for Individual Sales Success

You should only read this if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced by external events, but it’s not your sales manager, employer, customer, product, partner, bank manager or religious leader who ultimately determines your destiny. It’s you, and in difficult selling times, that’s the first principle that you have to accept.

There are few professions where the inner strength of the individual protagonist is as critical as that of an individual salesperson. During each sales call, you put your own credibility – and that of your company – on the…


A little sales dashboard humor

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You know it matters that the data is accurate if you want to understand how to improve your sales performance.

Here’s a Slideshare that shows you how to figure out how much you sell by focusing just on the Four Levers of Sales Velocity (aka Forget the Pipeline!)

It’s not all about the size of your pipeline.

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Unpacking Sales Velocity

When Henry called me yesterday he asked a really interesting question. ”Why is it”, he said, “that everyone feels that the start of the year is the only time that they should look to build their pipeline?”

Henry works for a software UX design company that we partner with. His company plays a huge role in designing Dealmaker to be really, really, easy to use.  They do spectacular work. If you are a Dealmaker user you will know what I mean.

Henry’s question was prompted by the fact that over the last month (i.e. since the start of the year) his company has…


7 Principles for Successful Sales Leadership

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One of the perks of my job is the interaction I am privileged to have with so many great sales leaders. During the beta phase for a new solution we just launched (to help sales managers understand the potential vulnerabilities in the sales performance of their teams), I had more intensive interaction than usual with a number of sales leaders.  Going beyond the challenges of the front-line sales manager, which is really the problem that Dealmaker Sales Performance Insight helps with, I was struck by some common principles that seem to be consistently applied by those sales leaders who are at…


Surprise Your Customer

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Flying from Ireland to San Francisco on the way to Dreamforce 2013, I was thinking about a session I was going to deliver. It was important. It was the first of 10 sessions we were involved in at Dreamforce and I wanted to kick it off well.  It was also the first public showing of our new Dealmaker Sales Performance Insight solution, so I felt the pressure of a product launch.  The session had been over-subscribed to the extent that it had to be moved to a larger venue, and still it sold out. No pressure.

The plan was that Joe Ryan,…


10 Rules for Great Sales Coaching

Over the last number of years I have given a lot of thought to Sales Performance Management.  I think that most experienced practitioners and observers recognize that the front-line sales manager is the key to scaling sales performance. But it is a really hard job. And if sales managers are in fact the linch-pin of the sales organization, then when sales management fails, sales fails. Bouncing from task to task, managing up, out and wide, getting to the important tasks often suffers under the pressure of the urgent. One of the important tasks that get relegated to the ‘I-know-I-should-do-it-but-I-just-can’t-get-to-it’ bucket…


Why LinkedIn is losing its value to me

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I don’t know about you, but I am a little frustrated with LinkedIn lately.  Every single day now I am getting multiple generic “I’d like to connect with you on LinkedIn” messages.  Most of these are coming from people I do not know, and as they are mostly generic, I have to assume that the senders are not really interested in making a connection – but simply are building up the contacts they have. That does not make any sense to me. In fact, I think it dilutes the value of their real network. Our Dealmaker Index Global Sales Benchmark Study would…


Why Big Data for Sales fails

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The Big Data hype worries me. A lot. Particularly as it pertains to sales analytics. When it comes to understanding the inflection points that should be the determinants of behavior change to improve sales performance, we don’t suffer from an information deficit, we suffer from an insight deficit. Big data is perceived by some as the answer to the question. The problem however is that we often don’t know the question.

It is true that where we are today is a direct consequence of our past actions. You might therefore assume that a singular focus on finding correlations between historical data…




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