In Part 1 of this blog series, I looked at how Oakland A’s general manager Billy Beane and his quant team analyzed a bazillion baseball stats and figured out that everyone had been wrong for years about almost everything. Because…
It’s April, and that means the Great American Pastime is underway for the 148th time. That 148 years is a clue that I’m talking about baseball, not the ever-popular participation sport of staring at your smartphone as you cross a…
This evening, up on the 21st floor at the restaurant “Daniel’s Broiler” in Bellevue, Washington, with the ever-shrinking (mass, not violet) James Townsend, ConnectAndSell’s VP of Customer Success, just as I was settling on the lamb chops, I heard a…
In Part 1 of this blog topic, I posed a question. If Chef Andrew’s 1-hour-and-42-minute walk to work at the famed Edinburgh restaurant 21212 is longer and more strenuous than Chef Alicia’s 46-minute commute to 21212 — a train ride…
If you follow my posts on LinkedIn, you may have noticed that I publish the stats of our top-of-the-funnel team — in the common tongue, our Sales Development people. Here’s an example from Wednesday, vernal equinox week, 2017: I have…
The “cold calling is dead” debate can get pretty lively, with surprising insights occasionally emerging from the endless back-and-forth. One such insight, for me anyway, came from reading the responses to a simple question: “Why is cold calling so controversial?”…
Like everything else since the advent of social media — and maybe since the invention of broadcast media — the question of how to structure and run a sales organization has become both a practical and a religious debate simultaneously.…
In reviewing my Life at 1,000 Dials a Day series, I was struck by just how negative it was, and amazed that anyone would hang in there while we explored questions like “Will 1,000 dials a day chew up my…
Ah — finally — my favorite topic: how much is that doggie in the window, anyway? Now that we have explored the mysteries, both wonderful and frightening, of Life at 1,000 Dials a Day, how much does it cost to…
When I do the “1,000 Dials a Day” math with someone as part of exploring whether such a speed-up might make sense for their team, I usually bring up a simple fact: if you don’t raise the bar, you are…