It’s been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon… read more →
With due respect to the time-tested 4 P’s of Marketing (Product, Place, Price and Promotion), it’s time to lay out and articulate the 4 P’s of Selling, particularly for business-to-business… read more →
Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a… read more →
As we’ve recently addressed the process and purpose of the Territory Plan (and its lacking across many sales organizations), let’s now confront the many faces, facets and formats of the… read more →
Account review sessions can be formal or informal sessions involving managers, the account rep or team, technical management and any other key individuals participating in the analysis and strategy development… read more →
If you’re a veteran to sales, when you see the topic of “Account Management” one’s mind goes to one of two places: 1) Managing and selling to large accounts, or… read more →
In my days of selling IBM computer equipment, I sold the first computer to a company called The Nature Company, a retail establishment with several stores in California. As a… read more →