Are you relying solely on reactive marketing to drive opportunities for your complex product? There are at least 2 tactics you should add to content marketing, inbound marketing, response based marketing for the sales you need for your complex product.… Read more ›

Proposing credible return on investment is not something a sales person selling enterprise software should do early in the sales process. Why? Because any calculation of return on investment a prospect will find believable depends upon accurately portraying costs unique… Read more ›

What makes a sales qualified lead (SQL)? Not all leads are the same. If you consider HubSpot a reliable website, the following definition of a “sales qualified lead” helps us get started: “A sales qualified lead is a prospective customer… Read more ›

During the 2014 Technology, Media and Telecom Conference, hosted by JP Morgan, Judson Althoff, President of Microsoft, North America made clear the importance of “consultative” skills, rather than product presentation, to the success of sales of Microsoft software to enterprise… Read more ›

On Friday, August 23, 2013, Steve Ballmer, Chief Operating Officer (COO) of Microsoft® announced his intention to resign his position within the next 12 months, subsequent to a replacement coming on board. A lot of pundits expressed opinions on this… Read more ›