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 possible approach to selling because you immediately undermine your credibility and offend…
DetailsI 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 dysfunction is between the two groups. Open disclaimer, I am an unabashed…
DetailsWhat 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 dictionary defines discernment as the ability “to come to know or recognize mentally”. Over the years,…
DetailsWhat 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” offering through acquiring various small point solution companies. They were trying…
DetailsWhy do most sales people struggle with territory development? There are several reasons behind this but it starts with the fact that sales management doesn’t typically convey clear guidelines around territory development expectations during the recruiting process. In fact, prospecting is an area that is generally glossed over by both the sales candidates and sales…
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