It’s a Fine Line Between Business Arrogance and Business Ignorance

Mar 29, 2015 | Best Practices

In 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...

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...

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...

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...

Why the Sales Middle Class Matters

Mar 29, 2015 | Best Practices

According to most respected economists, the health of a nation’s economy can be directly correlated to their income inequality distribution curve.  This blog post is not a politically charged piece, rather it intends to draw an analogy between the...