Forecasting isn’t easy. Even if you try all the common tactics, like having three times more opportunities in the pipeline than you need to reach your goal in a quarter, it still isn’t easy to get forecasting right. And like everything else in… Continue Reading
There were risks in publishing a book with the word “closing” in the title. The word “closing” comes with some baggage. The idea makes some people think of the high pressure, hard sell tactics of days gone by. It reminds some people of the…
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