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Management
KPIs to evaluate sales MANAGERS
When you ask sales managers what they are responsible for, they say revenue growth. When you ask them how they grow revenue, they say by...
Nils Brosch
4 min read
Failing-forward through Lost-Deal Analysis
tl;dr If you build your sales playbook on characteristics of ‘won deals’ only, you are blind to the reasons why most deals simply don’t...
Nils Brosch
3 min read
A plea for more cohorts in sales
TL;DR: Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs [see Hubspot below], so a time-series aka....
Nils Brosch
3 min read
Ultimate Sales Call Coaching Guide
Table of Contents TLDR 3 COMPASS 3 Current situation 3 Types of coaching 4 Types of call coaching 5 Holistic-call Coaching 5 In-call...
Nils Brosch
12 min read
The Middle Management Paradox That's Blocking Your AI Adoption
Middle managers were asked to make most purchasing decisions on new tech (SaaS) in the last decades as tech got cheaper. Now they are...
Nils Brosch
5 min read
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