Apr 15, 2015 | Best Practices
It’s seemingly impossible these days to conduct any simple business transaction without the company asking for your feedback as a customer. Whether it’s a non-fat latte from your favorite coffee shop (that would be Peet’s in my case:-),...
Mar 29, 2015 | Uncategorized
What is discovery? How does it fit in to an enterprise sales process? Why is it important? The answers are best told through a real world story. I was providing sales advisory services to a large software company that had cobbled together a “suite”...
Mar 29, 2015 | Uncategorized
What is discernment and why is it important in sales? According to the Merriam-Webster on-line dictionary. discernment “is the quality of being able to grasp and comprehend what is obscure”. My old fashioned paper back version of the Merriam-Webster...
Mar 29, 2015 | Uncategorized
I feel like a relationship counselor writing this blog post but most of the technology companies that I’ve worked with over the past 20+ years have had a dysfunctional relationship between sales and marketing. The only thing that varies is how severe the...
Mar 29, 2015 | Uncategorized
It never ceases to amaze me how virtually every business email you receive these days promises to help your sales. What’s sorely missing in these emails are any details about how their solution or service specifically impact sales. False promises are the worst...
