Analytics Episodes

Gut instinct is great until it's wrong. The best salespeople and sales leaders back up their intuition with data — not vanity metrics and trailing indicators, but the numbers that actually tell you what's working, what's broken, and where the opportunity is hiding. Analytics in selling means understanding the profit dynamics of existing versus new customers, tracking customer value with precision instead of vague statements, knowing that every point of NRR drives 13-16% in valuation, and being honest about what your pipeline is really telling you. These episodes dig into the data behind sales performance — from assessments that reveal a team's sales DNA to the research that shows even $1 of measurable improvement can change a customer's renewal decision. If you know the truth, you can do something about it. If you keep making stuff up, good luck with those forecasts.