Unstructured engagement outside of the office makes sense within a coordinated program of marketing and sales activity. However, it is important to operate under the assumption that not all networking opportunities are created equal. Sales management must exercise some discretion… Read more ›
An important job for anyone in a sales management position is to define what “valuable” means with regard to leads. Not all leads are the same. Some leads will be very valuable. But other leads will have little value. Therefore,… Read more ›
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 ›
Priority-centric selling is a method of structuring sales activity around two key variables: the value of a prospect or customer to the sales and marketing plan and the stage in the sales cycle represented by a planned activity With regards… Read more ›
Perhaps more than ever before, it is an absolute imperative for IT sales teams focused on enterprise class business customers and large groups of users in the public sector to structure sales offers around value. Further, value can no longer… Read more ›
Quality assurance policies and procedures must be in place to ensure that optimum returns are realized from sales programs. Further, these policies and procedures must be implemented prior to the launch of sales programs to certify that procedures do, in… Read more ›
Ever since Xerox Corporation spun off its excellent internal sales group into a separate business peddling “needs satisfaction” sales training, it has been entirely de rigueur to talk up sales that somehow, magically, sell themselves. In fact I’ve written up… Read more ›
Sometimes it makes sense to implement a ready, fire, aim product development strategy. For example, to test out market interest in various product types, or to gauge the readiness of a market to purchase products and solutions for otherwise unqualified… Read more ›
Despite current market conditions some IT sales fundamentals must be utilized. Therefore, it is worthwhile to recap some features of these fundamentals. These “must have” techniques should underpin other, mutable strategies. At the core of these fundamentals are four important… Read more ›
Technology innovators with products in flux should have minimal to no expectation of sales. What are products in flux? Products in flux are conceived by marketers who opt for the “ready, fire aim” approach to product development rather than a… Read more ›
