6 Reasons Why Most Sales Forecasts Are Inaccurate and Why They Hamper Corporate Profitability One success driver for companies to grow their top line revenue is the accurate management of... 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 →
Do you try to sell everyone? Have you ever told a prospect "no, you're the wrong fit"? Do you chase every tradeshow lead as a real sales opportunity? Do you... read more →
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 →
The hope of many firms is to partner their way to more revenue. Sign-up business partners, roll them into your operating model and they will become an extension of your... 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 →
Tradeshows continue to be a primary source of lead generation for many sales and marketing teams. Yet most companies cannot calculate their marketing ROI for tradeshow investments. There are only... 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 →
