[NOTE: This is the opening of my new book Digital Sales Transformation in a Customer First World] It was a day in July, in the middle of summer, and it was raining. Not just light rain, but that kind that bounces off the roof of your car doing its best impression of a Buddy Rich jazz…
I am ridiculously excited by the early response to my new book: Digital Sales Transformation in a Customer First World. At over 100,000 words (540 pages) it took a lot of late nights and long weekends, but I got a lot of help along the way. I am particularly indebted to those really busy people…
As you may have seen elsewhere, I spent a lot of the summer of 2017 writing my new book. (If you are reading this before November 6, 2017, and you are going to Dreamforce, I’d love it you could join me at book launch party – Nov 6, 7pm, Novela, San Francisco). The book –…
I was asked recently if we had any research data sales Win Rates by industry. The charts below provide detail on that. But first a few comments. Win Rate is never a simple topic and there are different definitions. Do you measure all closed deals (won and lost) or all deals that you worked? Do…
I’m trying Mandy, I really am. When you wrote “I don’t really want to break up with you“ it got to me. I thought about it – and I think I understand. (By the way, what you wrote has now been read by thousands of people online, and I’m not sure how I feel about that.) You’re a girl…
Planning is an unnatural process – it’s much more fun to get on with it. The real benefit of not planning is that failure comes as a complete surprise and is not preceded by months of worry. – Sir John Harvey-Jones It is that time of the year when our thoughts turn to account planning –…
