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...

Sales Playbooks-roadmaps for success

Mar 29, 2015 | Uncategorized

What is a sales playbook and why is it important? Sales playbooks are a synthesis of sales process, best practices 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...

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...