The Background of Value Forward Method For fifteen years I have been writing articles for High Tech Success advising on the Value Forward Sales and Marketing techniques. As the senior... read more →
As salespeople, we have become subservient to our sales quota, prospect opportunities, prospect expectations, and the pressure to beat the competition so much that we often come across as weak-kneed... read more →
I had the opportunity to chat with a VP of Sales of a $100+ million company who told me that she was going to give a prospect so many features,... read more →
When defining and building out your business growth, make sure your management team's capabilities contribute to your objectives. Don't promote based on need, instead hire based on a candidate's previous... read more →
Selling well... is managing time well. As a salesperson, every sales step you take with a prospect either shortens your sales cycle or elongates it depending on the prospect's commitment... read more →
Buyers have become desensitized to corporate speak that sounds like everyone else's. Because of the Internet, buyers are better educated, more selective in their acquisition choices, and have the greatest... read more →
When coaching CEOs to increase corporate performance, we holistically assess our client’s business and look for operational variance gaps and best practices usage in the company’s business marketing, sales, strategy... read more →
Loyalty - faithful to a cause, ideal, custom, institution, or product. -- Merriam-Webster Are your existing customers loyal? Will your existing customers buy from you again? Do you know the... read more →
Company Overview: A $500M hardware and software services company that sells management tools and middleware technologies worldwide. Business Problem: The sales division needed a new sales methodology for direct and... read more →
Company Overview: $50+ million, 25-year-old, privately-held enterprise software company whose revenues had plateaued for three years was challenged on how to grow new business from new prospects, and improve topline... read more →
