ISVs should plan on at least six months preparation time before new sales people start producing. Better not to hire new sales people than to bring them in under an unreasonable expectation of how quickly they will start selling. New… Read more ›

As recently as no more than 5 years ago, cold calling was looked upon with disdain by most firms in the IT software market. Cold calls were considered the type of tactic employed by the lower tier of companies in… Read more ›

Different leads require different types of activities to push sales opportunities forward. In my opinion leads can’t be managed unless some type of scoring system is used to determine where in a sales cycle a lead happens to fall. Without… Read more ›