Alexander the Great was born sometime around 355 BC in the area of Macedonia near Greece. While still in his early teens, Alexander grew to become a fearless and aggressive... read more →
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 →
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 →
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 →
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 →
Are Your Customers Loyal? Do you have a Relationship with a New Prospect Before the 1st Sale? Customer loyalty is an integrated process of perceived and actual value delivered based... read more →
When marketing and sales are integrated together correctly, value acceptance by targeted buyers increases. To sell buyers, your firm must move through a pathway toward value belief where you “the... read more →
