Month

October 2015
You’ve seen it. Or at least you’ve heard about it: Alec Baldwin’s epic 7-minute speech in the movie “Glengarry Glen Ross.” Let’s set the scene: Barely 10 minutes into the film, a cosmopolitan office full of real estate salesmen gets a rude awakening when big-shot salesman Alec Baldwin waltzes in (per the request of the...
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In the last nine months, I’ve made the journey from a floundering sales development representative (SDR) to a much more polished member of the team. Like a lot of you, I came straight out of college and into a role at a young and expanding company. It’s been fun, but also a serious learning experience....
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Today we face incomprehensible amounts of sales data and just as many methods for managing around it. This makes metrics-driven sales coaching an especially fun feat. (Well, depending on who you ask.) The good news? By now, some serious success stories exist to learn from – like HubSpot‘s. The software company launched as a grad school project in 2006 and...
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About a year ago, venture capital investor Fred Wilson unleashed one of my favorite tweet storms. It was brief, but powerful. Here it is: 1/ whenever i find myself doing a mundane rote task, i ask myself if it would be quicker to write a script and automate it or just do it — Fred...
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When companies start to focus on the right sales KPIs, they see a huge uptick in pipeline creation and sales productivity. How do I know? Because metrics-driven sales organizations know where they are going and what to look at to make sure they effectively reach their goals. They hone in on 3-7 mission-critical gauges and intently focus...
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