IBM and HP are both great companies. But which is more agile? Agility is often defined as the ability to quickly and efficiently adapt to change as it happens. Long-term... read more →
Salespeople love leads - inbound, trade shows, networking. Leads, leads and more leads... that's all we want. But the management of those leads and how they are handled is important... read more →
It is believed that Ernest Hemingway once made a bet at a lunch meeting that he could create a complete story in six words or less. To win his bet,... read more →
Selling is a premeditated sport. Selling effectively requires a commitment to yourself and your career. If you are a doctor, you have to go back to school and get continuing... read more →
Bold CEOs - Grow Companies. Being successful as a technology CEO requires bold moves. The IT industry is not a wait-and-see market model. The "think now but don't act now"... read more →
One of the best sales tools available to CEO's, VP's of Sales and sales managers when evaluating salespeople and sales performance is the use of a lost sales analysis metrics... read more →
In an economy where unemployment lingers and layoffs continue, technology budgets are frozen and existing business decisions are extended, IT salespeople need their whole company working with them in unison... read more →
I would assess my business model success. If we had not grown our top line revenues 20% to 25% year over year (with corresponding profitability) from new business from new... read more →
Selling products and services is a premeditated process that can use some of six sigma models of management design to minimize business errors and increase selling efficiencies. Managing selling efficiencies... read more →
Chat with any CEO long enough and you will eventually discuss the difficulties they have in finding experienced hunter salespeople, experienced sales managers, and marketing executives who understand how to... read more →
