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Your sales pipeline is in danger. Whether you know it or not, there’s something lurking in the shadows that threatens to bring the whole thing down — one lost deal at a time. It’s something your team can’t possibly face alone, no matter how much marketing, nurturing or social selling you hurl at it. Its name is F-E-A-R, and your customers are deep in the throes of it.
Everywhere we turn, it seems that automation, software and “over-metricizing” are suffocating our profession. In the endless quest for leads and conversions, we’ve relegated ourselves to growth hacking, A/B testing, email nurturing and other robotic tactics, while measuring our success against a long list of metrics we can’t possibly keep up with.