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Succeeding at Enterprise Software Sales Still Requires Sales People Who Can Do Something More than Just Present Products

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 ›

Decision Making on IT Implementations at Enterprise Organizations is Often Dysfunctional

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 Read more ›

Dell first quarter 2013 conference call shows importance of complex sales experts to successful execution of business strategy

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 Read more ›