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 ship them to you just-in-time when you need them. When they wanted to…
DetailsWhat 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 Merriam-Webster dictionary defines discernment as the ability “to come to know or recognize mentally”. Over…
Detailsgood 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 http://blog.startwithalead.com/weblog/2011/01/learn-from-the-pioneers-of-revenues-new-frontier.html
DetailsWhat 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 success, which allows for creative tailoring based…
DetailsIn fact, it’s only 22%. How did I arrive at this conclusion? Well, there are 18 total letters combined between the two words. And ironically enough, each word has 9 letters as in perfect symmetry. If you subtract the common letters between the two words, you are left with a difference of 4. And 4…
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