Feeling the pressure to fill your pipeline with any lead just to make the numbers? It's a recipe for disaster. Here's why this tactic sets you up for failure.

These continue to be uncertain times - you can't afford to rebuilt your pipeline every quarter. Here are six field-tested ways to maintain a perpetual flow of opportunities...

Next time you are integrating any kind of sales training program in the organization, ask yourself these questions:

One of the toughest things a seller has to do is balance near and long-term opportunities.

Don't be distracted by vanity metrics, these three performance measures are where you need to focus…

We live in the age of unlimited data but measuring the wrong things will jeopardize your most important sales goals…

Keep your head down and focus on the pipeline or keep your head up and spot new opportunities?

You need to be aggressive in driving deals to close - but you can go too far.

Use this strategy to drive growth as your year wraps up. And then use it all year.

Virtually all sellers encounter "stuck deals". Rather than let them age in the pipeline, use this technique to "unstick" them!

The best way to ensure a great year is to start strong. Brought to you by Adobe Cloud, here are my three sure-fire tips for your best Q1!

While important at any time, it's critical at the end of the year that you look hard at your pipeline and assess what is real and what is not.

Here's what I've learned from clients and travel so far this summer

Is your business experiencing wild swings in revenue?This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues.