Many elements of Sales Management seem obvious when you as a Sales leader manage your team. One of these is the concept of funnel versus pipeline.  What’s the difference?  Although it’s a subtle difference, it’s a fundamental principle of forecasting that is often taken for granted because to most [...]

Recently I announced the launch of our new business, Funnel Metrics, LLC, a software and professional services firm that offers a unique suite of sales enablement and performance management solutions to help Sales Leaders improve revenue growth and forecasting predictability.  Going forward, we’re excited to have the opportunity to [...]