Very often the outcome of enterprise software sales campaigns is simply customer inertia. In these cases there is no outcome. Customers may profess an interest in learning further about a solution, but fail to move on one, regardless of how well the complex sales campaign has been put together. I...

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 as to which netw...

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 to the first of these variables, a prospect profile ough...

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 this approach in this very blog, for e...