Management Archives | Marketing, Promotion & Sales Consulting for Business

Detecting warning signs about deals

one of many pinballs falling into a slot is like qualifying sales leads

Detecting warning signs about deals is a valuable skill successful sales managers need to have. The sales cycle for enterprise software products is comparatively long. Enterprise software is a complex product, therefore it makes sense more time is needed to… Read more ›

October 14, 2020

Ira Michael Blonder

Management

enterprise software sales, enterprise software sales cycle, managing sales, qualifying enterprise software leads

Predictable revenue and your enterprise software business

picture of a graph view of factors effecting business performance

Is the notion of “predictable revenue” helpful for your enterprise software business? The answer depends on your answers to 3 yes or no questions. But before I jump into these questions, I want to make sure you and I share… Read more ›

October 8, 2020

Ira Michael Blonder

Management

enterprise software, managing revenue, sales management

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 ›

July 17, 2019

Ira Michael Blonder

Management, Organizational Change, recruiting executives

change management, disruption, management, organizational change, sales management

Plan on Six Months Before New Sales People Produce Meaningful Revenue

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 ›

March 5, 2013

Ira Michael Blonder

Management, Sales

business planning, sales management, sales quotas

An Important Additional Feature of Successful Enterprise IT Software Sales Personnel in 2012 is Comfort with Cold Calls

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 ›

November 1, 2012

Ira Michael Blonder

Management, Sales

cold calling, sales management, sales methods

Establishing Sales Quotas can be an Effective Motivational Tool for Sales Staff

CEOs at innovative tech businesses usually think about implementing a quota system as a method of building revenue. We think that the real value captured by implementing a sales quota system, regardless of whether or not revenue targets are ultimately… Read more ›

March 16, 2012

Ira Michael Blonder

Management, Sales, Techniques

sales incentives, sales management, sales quotas, sense of urgency

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 ›

March 14, 2012

Ira Michael Blonder

Management, Sales, Training

business plan, lead generation, lead ranking, sales forecast, sales plan

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 ›

November 12, 2011

Ira Michael Blonder

Management, Product Marketing, Sales

multi channel sales, multi level sales, product distribution, product marketing, sales channel, sales partners

Funnel Management is an Essential Component of Successful Enterprise Sales Strategy

Too few sales opportunities leads to failure for most enterprise sales strategies. Where telemarketing is a key tool in sales strategy, two metrics must be kept at eye level and thoroughly managed to deliver success: Keep your eye on the… Read more ›

November 8, 2011

Ira Michael Blonder

Enterprise Sales, Management, Sales, Techniques

deal flow, enterprise sales, prospect flow, sales funnel

Score Leads based upon Maturity to Deliver the Most Sales

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 ›

November 6, 2011

Ira Michael Blonder

Management, Sales

lead management.lead funnel, lead ranking, lead scoring

IMB Enterprises, Inc., Huntington, NY 11746 +1 (631) 889-9199

Category Archives: Management

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Detecting warning signs about deals

Predictable revenue and your enterprise software business

Exploitation and Exploration – a Modern Spin on Hunters and Farmers

Plan on Six Months Before New Sales People Produce Meaningful Revenue

An Important Additional Feature of Successful Enterprise IT Software Sales Personnel in 2012 is Comfort with Cold Calls

Establishing Sales Quotas can be an Effective Motivational Tool for Sales Staff

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

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

Funnel Management is an Essential Component of Successful Enterprise Sales Strategy

Score Leads based upon Maturity to Deliver the Most Sales