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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 ›