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”...

Why is discernment important in sales?

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...

Top 3 deadly sins in dysfunctional sales & marketing relationships

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...

Complimentary White Paper: Accelerating Time-to-Revenue

Mar 29, 2015 | Uncategorized

http://www.slideshare.net/TrueSalesResults/white-paper-on-boarding-2009

Enhance your telesales calling script-great value!

Mar 29, 2015 | link

I’m posting a link to a colleague’s site (Pete Ekstrom, founder of the gold call). He is offering a video and audio CD tutorial on how to go about building a gold call script for prospecting over the phone. This is a tremendous value at $65. Details at...