Mar 29, 2015 | Best Practices
Have you ever watched the Jeff Foxworthy comedy sketch “You Might Be a Redneck If”? It’s a funny bit with little blurbs that may signal you are a redneck. He’s made a lot of money off that series of jokes, and I believe there is an...
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
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...
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...
Mar 29, 2015 | Uncategorized
It never ceases to amaze me how virtually every business email you receive these days promises to help your sales. What’s sorely missing in these emails are any details about how their solution or service specifically impact sales. False promises are the worst...
