Monthly Archives: February 2010

These days, selling Business-to-Business can seem like risky business. CSO Insights’ latest Sales Performance Report notes that in 2009 the percentage of reps making quota dropped to 51.8% from 58.8% a year earlier. The response? Most firms have increased quotas … Continue reading

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Conversations have always been a key to my career success. Since 1981, I’ve used keyboards to support conversations, often with folks working a long distance from Vancouver. Email and other forms of on-line messaging became a way of conversing with … Continue reading

Posted in Conversations, Metrics, Process, Results | Tagged , , , | 4 Comments

Learned this week of a sales manager who’s raised the white flag for 2010 after one month’s sales effort. Her team’s January numbers were down 22% over last January and for 2010 their firm’s looking for 18% growth over last … Continue reading

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