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 →
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 →
