A while ago I wrote a post on Sabermetrics which us using baseball statistics to make strategic decisions in improving a team’s performance especially when it came to individual performers. This was the subject of the story in the movie “Moneyball” staring Brad Pit. My post was how to use some of these ideas in building sales teams. Now there is another book that discusses the … [Read more...] about Baseball, Big Data, and Selling.
Occasionally, I go to the LinkedIn sales forums to see what's on the minds of salespeople and the problems they are struggling with. I get frustrated though, because as the owner of a commercial sales application development business, I am frequently not allowed to post my two cents worth because it is “self-promotion.” Recently, a sales manager was asking, "What is the best an … [Read more...] about Forecasting Analytics: The Sales Cycle Length
Ed. Technical difficulties! OMG, we’ve had technical difficulties! Fortunately we have enough interesting and compelling content here at The HUB that we can dig into our archive and still offer up something that you should find, well, interesting and compelling. I’ve gone back to the early days, our 3rd week of publication, in fact, to pull up an article that you may have mis … [Read more...] about Sales Are UP! Why Don’t I Feel Better?
I don’t know if sales professionals spend much time checking what’s going on in technology that might profoundly affect their working lives, or not. I should throw in a caveat. Right now, what I’m talking about applies mostly to what’s going on with big companies using technology for competitive advantage. Small companies are typically “late adopters,” so checking in on what Glo … [Read more...] about Big (BAD) Data! Or, What Is My Average Sales Cycle Length?
Ed. - Today we offer Keith Thompson’s comments on an article in The Economist about giving the sales function it’s proper attention, especially in the area of analytics. This is an interesting blog entry from the Harvard Business Review Blog Network: http://blogs.hbr.org/cs/2012/07/ceos_need_to_get_serious_about.html I come from the mold of CEO that has always been serious ab … [Read more...] about CEOs Need To Get Serious About Sales