Becoming a Commodity: Exactly When and How Are You a Commodity?
Different places on the lifecycle and/or distribution curve require different levels of support and different organizational structures. This video provides...
Sales Math
Sales numbers to know beyond Quota and Commissions
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Math Statistics: Every Sales Manager Needs to Hear This
As a sales manager, you have dashboards to view, analytics on your team’s performance, and coaching that should be informed...
Sales Math Impact of Discounting – The Impact of Discounting on a Company’s Overall Profitability
The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance,...
Sales Math Pipeline Principles – Sales Value, Sales Volume, Sales Velocity
This video introduces the “3 V’s” of Pipeline Principles: Value, Volume and Velocity. Each is explained in simple, straightforward terms...
Sales Math Time – How We Encounter Time Effectively and Efficiently in Sales
This video asks a simple question to illustrate how poorly people conceptualize time; or more accurately, the passage of time....