December - 2017

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I'm beginning to feel quite sorry for sales people.

They have to find a product they believe will make a positive difference to their customers, if they have values, this is a given. Then...

Dear Sales Person,

I feel fat and bloated. It’s because you have been forcing me to gorge myself lately. Things have got to stop for the good of our health....

SDR’s - the most expensive mistake in sales history?

I’ve said before that sales management has taken a really good idea – and generally fucked it up. If your SDR program is a mistake or not...

Salesforce, what a crock of shit!

Or rather, one bit of SFDC, the pipeline probability feature. In fairness, it’s a bit harsh to focus on SFDC, because most CRM ‘s are...

How many of the meetings your SDR’s set for your AE’s go no-where?

Let me do the maths for you – around 80% if they’re good, 90% is average and 95% if they’re below average. I hope those numbers have made...