Successfully managing the performance of enterprise software sales people depends upon analyzing a few metrics about sales staff behavior. Back in December, 2018, Sanaz Namdar and Ryan Fuller published a story on the Harvard Business Review website, “A Look into… Read more ›
Looking to appeal to millennial enterprise software buyers in 2020? Be sure to outfit your online presentation with lots of case studies and customer success stories. Why do you need to appeal to them? If you are a CMO at… Read more ›
Do sales, customer service, accounting & engineering in your enterprise software business each communicate a consistent public message? If you don’t know the answer to this question, you need to find out. When each of these departments have a clear… Read more ›
Have you measured the change readiness of your staff? If you haven’t, you should. The success of any plan to change how work gets done at your business depends upon you and your change management team having a comfortable grasp… Read more ›
Software companies looking to expand should be aware of the pluses and minuses of platforms. Reading a short interview with the CEO of an ERP vendor can help – “Tech industry might have weathered the storm so far, but challenges… Read more ›
In a story titled “Verizon, Dish and Cable Are Winners in 5G U.S. Airwaves Sale”, written by Todd Shields & Scott Moritz, Bloomberg reported on September 2, 2020 Verizon spent $1.9 Bil to buy radio spectrum during the US FCC’s… Read more ›
Why should you try harder to make your organization’s shift to work from home your “new normal”? Because you benefit substantially if the effort succeeds. There are many ways you can lower your costs of doing business when your staff… Read more ›
Proposing credible return on investment is not something a sales person selling enterprise software should do early in the sales process. Why? Because any calculation of return on investment a prospect will find believable depends upon accurately portraying costs unique… Read more ›
Amazon Halo is a lesson in MVP, “minimum viable product”. The new wearable also demonstrates how an MVP can be the “tip of the spear” in an effort to disrupt a market. Without a face, but with a band and… Read more ›
Management resistance to work from home exposes an inability to achieve business goals via management by objectives. Throughout the pandemic of 2020 news articles have reported on the reluctance of many businesses to shift work from physical offices to employees… Read more ›