Calling all Closers

There are many different types of sales reps. Here are just a few examples of the different types of sales reps- hunters, farmers, transactional, enterprise, inside sales, outside sales, technical sales, public sector, solution specialists, named account, etc. The...

Sales Playbooks-roadmaps for success

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...

Anachronistic selling-the Jim Dayton story

There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered.  I’m not suggesting that “breaking bread” with customers is a bad thing, because it...

Positioning for success in the new decade

What strategic investments are you planning to make in yourself to prepare for the new decade? It was just ten years ago that we were asking ourselves the same question. The primary difference being that we were entering a new millennium complete with exaggerated...