Mar 29, 2015 | Uncategorized
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...
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...
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
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...
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”...
Mar 29, 2015 | Uncategorized
Where do you find wisdom? Through a Google search? In a book? I conducted a Google search for wisdom because that is where most people these days try to find things. The top results listed wikipedia and several on-line dictionaries with the definition for the word...
