Category Archives: Pipeline Management

Pipeline Deep Dives

I wasn’t that slow. (Photo by Luca Ambrosi on Unsplash)

When I was about 8 years old, we used to play “Blind Man’s Bluff” in my house. This is “It” tag, with the person who is “It” wearing a blindfold.

This was an extremely fun game to play indoors. Especially for me, who was nicknamed Steven “Turtle” Ainslie by my older sister because I ran too slow to catch her in regular Chase Tag. Continue reading


Teach Your Reps to Have a Strong Q4 Close

There’s no time for Bull**** when it comes to Q4 Closing

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


Meaningful Sales Metrics

Photo by Roman Mager via Unsplash

Meaningful sales metrics will deliver an accurate assessment of how Sales is performing at any point in time and will identify what needs to be done to stay on track (or reverse course). They also provide a high-level perspective for the executive team, a mid-level perspective for the sales managers and a tactical perspective for the reps.

Poorly developed metrics deliver an inaccurate reflection of sales that results in misinformation, misdirection, and ill advised sales tactics.

This post will cover the lessons I’ve learned using both.

Continue reading