Prior to March of 2020, executive teams were indecisive on whether to enable employees to work remotely. The pandemic forced every executive to work remotely partially or full-time at some... 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 →
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 today's economy, the opportunity for companies to continue growing is dependent on their ability to generate internal profits to fund expansion. When you have an increasing demand for internal... read more →
Many firms hope 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 sales team, reducing... read more →
So, the IT salesperson meets with with me online with a t-shirt and gym clothes and launches into his proposal for our new $52,000 client server network system to run... 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 →
Selling products and services is a premeditated process. Use some of six sigma models of management design to minimize business errors and increase selling efficiencies. Managing selling efficiencies is the... read more →
"Value" is defined by the Merriam-Webster Dictionary as "relative worth, utility, or importance". Value during a recession often becomes clouded and harder to identify. Yet many sales and marketing teams... read more →
Twenty years from now you will be more disappointed by the things that you didn't do than by the ones you did do. So throw off the bowlines. Sail away... read more →
