Tagged: sales pipeline

Numbers Game

Sales Is Still a Numbers Game

By Gil Cargill on August 19

But, the numbers that you need to monitor and measure have changed dramatically, and I do mean dramatically. Back in my early days of selling for IBM, one of our management’s mantra was “calls plus presentations equals sales; and that worked. But, in today’s world, there are many other metrics that need to be monitored, […]

Bad Data + Bad Decisions = Bad Sales

By Gil Cargill on July 29

Sales executives have perennially shown anxiety regarding the quality of data available to them. Questions like “Should we hire more salespeople?” or “Should we get more leads?” are constantly revolving around in the minds of those professionals responsible for managing sales forces and sales processes. I believe that most of these decisions are made with […]

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