


Who changed the sales funnel?
Ah the proverbial sales funnel. All of us in sales have lived by it and some of us have died by it in our careers. What is it? Has it changed? Who changed it? The sales funnel is a metric driven tool used to measure sales conversion ratios. That is to say the...
The top 3 deadly sins in dysfunctional sales & marketing
I feel like a relationship counselor writing this blog post but most of the technology companies that I’ve worked with over the past 20+ years have had a dysfunctional relationship between sales and marketing. The only thing that varies is how severe the...
A marketing viewpoint on sales and marketing dysfunctions
So, we’ve all been there if you have worked in a Fortune 500 company. The sales regional managers are in town. Everyone knows it. They make sure everyone does. Heads will roll. Deals will be made. Side meetings are happening all over the cafeteria and regional...