Mar 29, 2015 | Uncategorized

Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within...

Article: Double Your Income By Warming Up Those Cold Calls

Mar 29, 2015 | Uncategorized

This is a great article authored by a colleague who delivers tremendous value to customers.http://www.industrygems.com/articles/2009/warm_calls.php

Discovery-the missing piece of the enterprise sales puzzle

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”...

Poor Sales Management- What does it cost the company?

Mar 29, 2015 | Sales

As someone who has been in sales management since 1993, I take pride when sales management is done well. Conversely, I take great offense to bad sales management and there is a ton of it out there! Perhaps one of the most gratifying aspects of management is developing...

Sales Differentiation-are you perceived the way that you think you are?

Mar 29, 2015 | Uncategorized

What is sales differentiation and how does it differ from product or market differentiation? Sales differentiation is the way that you engage with the prospective customer during and after the sales cycle that distinguishes you from the competition and solution to the...