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 →
When pricing your product or service, often prospects do not always believe your value or worse they have a hard time understanding it at all. Value today must be marketed... read more →
So, the IT salesperson comes to my office, wearing khakis and a yellow shortsleeve shirt and hands me his proposal for our new $52,000 client server network system to run... read more →
IT sales forecasting by its very nature is an unscientific art. The decision cycles, budgets, and purchasing needs of prospects constantly change. Sales forecasts are just snapshots of time captured... read more →
Selling and marketing IT products and professional services in the best of times means developing value that prospects believe, finding prospects that will buy, negotiating deals that clients will pay... read more →
Is marketing a staff position designed to support the sales team or the marketing department's own agenda? Is marketing a line position responsible for creating corporate revenue? Should corporate management... read more →
Developing a sales process that is successful, replicable, and measurable is one key to growing your firm. Like six sigma models, the correct sales process is designed to minimize and... read more →
