Category Archives: Pipeline Management

Teach Your Reps to Have a Strong Q4 Close

I stopped believing in Santa Claus when I was in 1st grade. One night in December, I was looking around our living room and realized that not only didn’t we have a fireplace –  we didn’t even have a chimney!

I asked my Dad how Santa would get into our house since we didn’t have a chimney and he said, “We have one. You just can’t see it because it’s behind that wall in the corner. But don’t worry, Santa can still get in.”

I was not convinced. Continue reading


Is It Time to Move to a New CRM?

Barely big enough for a family of 2

My wife and I have moved 11 times. This included relocating from Pittsburgh to Florida & back twice, from Florida to Raleigh & back once, and 5 more times to different cities.

The first time we moved from Pittsburgh to Florida, we needed an entire 18 wheel tractor trailer to transport our belongings – and it was just 2 of us!

For our most recent move from Raleigh back to Florida, we needed less than 1/3 of a tractor trailer to haul our stuff.

Between our first move and our last move (I really hope it’s our last move!), we learned a few practical lessons: Continue reading