Why We Lose

Why We Lose

The vast majority of mature Sales Operations teams care about why their Sales Reps lose deals.  They care so much they often highlight losses in reports, on team dashboards and they talk about the losses as much as they talk about the wins.  Losses can be...
Spring Cleaning

Spring Cleaning

The sprinkler systems are on and it’s time for Spring cleaning!  One of my favorite things to do in the Spring is to pull everything out before tidying up.  First step is to move the cars out of the driveway and start marching things out of the...
Hold on, let me grab a pen…

Hold on, let me grab a pen…

You’ve done it and it’s been done to you.  “give me a second.  I just need to grab a pen”.  Making someone wait to interact with them because one is unprepared is at best a lesson in patience and at worst is totally maddening.  A slew of note...
Salesforce Reset button

Salesforce Reset button

You want to know the thing I have heard most frequently when talking to clients about their Salesforce instance?  Something along the lines of “I just want to start over…  but I want to keep all my data”.  I’ve heard folks over at Salesforce...
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