Tag Archives: metrics

The End of Self-Centered Selling

Posted on July 2, 2014 by Lisa

by Mark Roberge In 2007, I was tasked with building a sales team from the ground up at HubSpot. One of the first things I did was set up coffee meetings with dozens of VPs of sales at software companies, … Continue reading →

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The Unbearable Unfairness of Sales Forecasts

Posted on June 4, 2013 by Lisa

Time and again, sales forecasts are doomed thanks to blind optimism. Here’s how it happens. Sales manager asks rep how things are going. Rep says things are great. Sales manager asks if rep expects to close all his deals by … Continue reading →

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5 Ah-Ha Moments from the October 2012 Sales & Marketing 2.0 Conference

Posted on November 8, 2012 by Lisa

by Nancy Martini A few weeks ago I traveled to San Francisco to present my keynote, “Sales Coaching 2.0: How Using Scientific Data Leads to Better Sales Performance” to an audience of over 600 B2B sales and marketing leaders at … Continue reading →

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Bills, Bills, Bills: The Pay-As-You-Go Economy

Posted on February 15, 2011 by Lisa

From Netflix to salesforce.com — both of which made the Fortune 100 Fastest- Growing Companies list in 2010 — it’s clear that the subscription-based business model is only growing in popularity. We always like to hear stories about the power … Continue reading →

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