Exploitation and Exploration – a Modern Spin on Hunters and Farmers

In their book Lead and Disrupt: How to Solve the Innovator’s Dilemma, Charles A. O’Reilly (Professor of Organizational Behavior at Stanford Graduate School of Business) and Michael Tushman present a number of case studies of “ambidextrous” managers running organizations built Read more ›

Rank sales leads by value while tracking position in your lead maturity cycle to obtain a realistic picture of opportunities

We use a lead ranking system built on: Lead Value and Lead Maturity, meaning the position of a lead in a specific lead maturity cycle We implement our lead ranking system to provide clients with a realistic picture of sales Read more ›

Sell Broadly through Partners, Channel Resellers, White Box Manufacturers, and Direct — or Die

Strong words but true. Consider how the big boys do it. Here’s an excerpt from Cisco’s Annual Report filed with the US SEC, dated September 14, 2011: “A substantial portion of our products and services is sold through our channel Read more ›

Selling Products & Services for Enterprise Business Through Partners

A method can be used to mitigate some of the difficulties related to the complex sale for enterprise business. Specifically, enlist the assistance of an intermediary who is already entrenched within the prospect business. Opting for a channel sales strategy Read more ›