A lot of what an enterprise software sales team does with leads depends on qualification. Deciding which leads to pursue requires sales people to successfully use qualifiers. The most promising of these is some version of "this prospect's job to be done is something my product can do and the job ...

We've frequently characterized enterprise organizational planning for information technology as a "dysfunctional" process. There are many free resources which can be used to either affirm or refute our characterizations. Blogs that include interviews with IT planners from large organizations are ...

Once a gatekeeper has opened an organization for further contact by an enterprise sales team the most sensible approach is to quickly establish contact with the apparent owner of the problem. The reason for this is simple. Contacting the owner of the problem as early as possible within the sales ...

First, we need to acknowledge that we own stock in Dell. We need, as well, to notify our readers that the purpose of this post is not to influence opinion about Dell as an investment; rather, the purpose of the post is to illustrate the importance of complex sales experts to this publicly traded ...