Health scores are hailed as the panacea 💊 in Customer Success. The reality is that they give yet another excuse to not be proactive in CS. Health scor...
Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs, so a month-on-month comparison approach to funnel analytics would al...
This article sheds a light on actionable KPIs to measure the performance of managers. Sales reps are transparent, everything is measured. Sales manage...
On the one hand, we should sustain momentum after a bad call, make more calls, and not dwell on the bad experience, but we probably will not learn. On...
Can you challenge customers without having build a relationship that allows you to give advice to your buyer? No. Relationship building is important,...
Is your sales team's performance determined by your weakest or your strongest sales rep? The answer determines how you should go about training them....
Predictable Revenue has defined a sales process that >95% of all SaaS companies adhere to - specialization. The main argument is 'people do few things...
Most companies are reluctant to move beyond inbound for mostly invalid reasons that are discussed in this article. Outbound sales should be part of mo...