Prepare your Prospect for a Sales Call
How many times have you fought hard to get an appointment or a phone call with a great prospect and when you finally do and show up, THEY are the ones who are not prepared? You did your research, you...
View ArticleThree Tips to Closing More Deals
When I look at the future of selling I see a lot of skepticism. Over the past decade many companies have over promised and under delivered. I see it in many industries including software, healthcare,...
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The Value of Metrics in the C-Suite
The key to using C-Suite metrics like DSO’s, ROA, ROE, etc. in the sales process is to understand the importance and relevance of your products or services to your prospect’s financial levers that lead...
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What Happens When Your ROI Program Whiffs?
When your ROI Implementation fails, by Alex Corman At this point, I don’t think any enterprise sales executive would argue that building ROI analyses for their prospects is anything other than a...
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Sales Force Automation Users Listen Up!
There are many reasons to implement Sales Force Automation (SFA) programs. We have seen everything from “we need to get organized” to “we want more accurate forecasting”. SFA projects to date have...
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Sales Tools You Need to Succeed
Sales tools are becoming “must-have” components in the selling equation. The ROI Insider on www.searchCIO.com stated that, “more than 80 percent of IT buyers now rely on vendors to help them quantify...
View ArticleIs ROI Really Dead?
What is the ROI on ROI? If I had a dollar for every time someone asked me that question, I would be rich. As the resident expert on ROI, TCO and building a Business Case I thought I would spend a few...
View ArticleFive Questions to Overcoming No Decision
One of the most frustrating occurrences for sales professionals is working on an opportunity for several months and then ending up in a holding pattern. There are numerous reasons for decision delay,...
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Want to Know Why Selling is So Difficult?
Selling is without a doubt more difficult than in the past. We (sales professionals) are challenged with learning more about products, sales tools, training, technology, competition, social media, and...
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Control Your Sales…No Buyers Cycle
The problem with sales as a profession is there are so many events out of your control that can and likely will impact your success. Don’t get me wrong, it is a great way to earn an income, travel, and...
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Millennials: Decision Makers of the Future?
If the experts are correct in that in the next decade 70% of the workforce will be millennials then it isn’t much of a stretch to believe they will also be part of the decision making team sales...
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What You Don’t Know About Millennial’s by Jessica Nick
Written from a millennial’s perspective “Millennial” seems to be the buzzword of the business world today. The next generation coming into the workplace is of a different breed. We are the only...
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Millennials Take on Boomers
Hey millennials, just because you grew up with technology you think you are far more adept than we (simple minded) baby boomers (See last week’s article on millennials). Let me share with you a few...
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