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… Read more ›
A recent cliche goes like this, “make sure you do the right thing rather than doing things right.” The point of this cliche, as we understand it, is that lots of hard work (“doing things right”) will not necessarily pay… Read more ›
Software Sales teams targeting enterprise businesses and other large groups of users in the public or not-for-profit sectors can spend months, even years (if funding is available) wandering in a desert of low productivity that results in few, if any… Read more ›
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 ›
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 ›
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 ›
Tech innovators looking to sell IT products into Fortune 500 business markets and other (mostly public) markets with large groups of users need to implement a sales lead rating system to make best efforts to ramp up selling efforts in… 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 ›
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 ›
