Most companies spend little or no money on sales training and even less money on sales strategy development. Most growth-directed firms talk about having a planned sales training program but... read more →
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 →
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 →
