George Cerny

By far the most over-hyped KPI is total pipeline created. This is certainly a key metric to track week over week as a health check, but it provides little insight into wh...

To effectively define the metrics for which you should hold sales accountable, I look at a few things:Understand the "Sales Math" of the business across some core univers...

Since nearly everything is quantified in sales, OKR's can sometimes come across as redundant and inconvenient to manage to the uninitiated.But OKR's are an amazing vehicl...

We're moving away from Playbooks and moving towards Personalized Agentic AI Coaching - just as we're moving out of the darkness and into the light...2020 was a powerful c...

While tech may have downsized lately, great sales professionals still have lots of options. The major driver of recent layoffs were to create more efficiencies in busine...

"You can't improve what you don't measure" - Peter Drucker. When starting out in a new market, there can be lots of uncertainty. This uncertainty is the starting point,...

There's 2 key metrics to track around discovery:1. Disco to demo conversion rate - how many discovery calls convert to demos. The rule of thumb is you want to be between...

A typical discovery call needs to be viewed as a finite, limited amount of real estate. Your goal is to maximize every square foot of that call and ensure there is value...

A strong enablement culture is built on a strong foundation:1. Support from the top - it is critical the senior leadership is 100% bought in, believes in a culture of ena...