How Many Selling Days Do You Have Left?!

If you are in enterprise sales, you are probably working on a quarterly cycle.  In a calendar year, the following dates are very important to you: March 31, June 30, Sept 30, Dec 31 Every quarter has about 90 days in it…and that seems like a plenty long period of time when it comes to forecasting your deals. […]

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Quit defending your pipeline fantasy!

Wake up from your fantasy

As a leader, I struggle with this. The quarter rolls, the business trickles in…issues pop up that need executive focus and things get really busy. The weekly pipeline reviews look large…and curiously consistent. The overall number never seems to grow or decline…it just…moves. Month to month, Q to Q. I call it Fantasy Pipe, and […]

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