Indirect sales channels are used in many industries, particularly in technology hardware, software and SaaS environments. It’s cost effective and allow for more “feet in the street” who already know… read more →
The Corporate Executive Board’s Marketing Executive Council surveyed over 5000 individuals to determine what customers are looking for in a business-to-business supplier. Interesting data comes out about the drivers of… read more →
According to recent breakthrough research by the Corporate Executive Board, today’s effective salesperson needs to be a Challenger – a teacher, a provocateur of sorts, a thinking man/woman who is… read more →
We still maintain that you can conduct an effective 90-day salesperson or sales team upgrade without a lot of money, fanfare or wholesale change-out. It’s done through 4 core areas… read more →
While some criticize and only pool people into categories of 1% and 99%, we herald the achievers – the Sales 100%’ers. Congrats to all 2011 sales winners who attained 100%… read more →
It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs… 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 →
After 30 years of sales experience including the past 10 years coaching and training sales teams from Silicon Valley start-ups to Fortune 500 companies around the world, I’m still a… read more →
Getting close to mid-year (non-calendar fiscal year excepted, of course). Should be pretty clear now whether you’re hitting the number, over-achieving, or missing the mark. Go heads down, all out… read more →
It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated.… read more →