Specializedpackagingsolutions.com goes live today!

Mar 29, 2015 | Uncategorized

Went live today with another new client WordPress-based site.  SPS Inc. is a leader in custom manufacturing of just-in-time packaging.  Make something very expensive and highly fragile?  They’ll design the container inside and out, make them, hold them for you on and...

Why is Discernment So Important in Enterprise Selling?

Mar 29, 2015 | Uncategorized

What is discernment and why is it so important in enterprise 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...

Moving from demand gen to revenue performance

Mar 29, 2015 | link

good blog post on moving from demand generation to revenue performance management. sales people care about qualified sales opportunities, not # of leads, website hits or cost per lead. great Marketers intuitively get this and ‘the rest’ don’t...
The Sales Playbook: Roadmap for Success

The Sales Playbook: Roadmap for Success

Mar 29, 2015 | Sales

What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales...