The Canary in the Coal Mine
One of our CRO level book reviewers recently commented…
You’ve really got some powerful stuff here. The way you approach issues from a common sense, realistic position …comes through loud and clear. The path seems so obvious at times but it never ceases to amaze me how many people (CRO’s) end up so far off the [...]
Salesopedia Article-The Bankable Forecast
Q1 is here and staring you in the face. As all CRO’s know, sales is a tendentious field dominated by a simple question – What have you done for me lately? 2009 is gone and the new year holds expectations for revenue improvement. So what is your outlook for 2010? How strong is your forecast? [...]
The Nemesis of All Sales Campaigns
Many readers have talked to me about the comparison I make in the book between sales and poker. There are at least three similarities between poker and selling that are easily recognized but the most toxic parallel is the risk of ‘winning’ both the longest average sales cycles and the highest sales cost as a [...]
What Companies Really Want From Sales Training
My experience with sales training requests in over a half dozen senior executive roles were all amazingly similar. The justifications attached to the appropriation requests contained combinations of the following:
Our reps can’t get to the decision maker.
We need our reps to be more aggressive.
Morale needs a boost.
We need better closing techniques.
Marketing is cutting back promotions [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
