A lot of what an enterprise software sales team does with leads depends on qualification. Deciding which leads to pursue requires sales people to successfully use qualifiers. The most promising of these is some version of "this prospect's job to be done is something my product can do and the job ...

We sat through a webcast of Q3 FY 2013 conference call for Dell. Our rationale for spending the time required to attend this earnings presentation was simple. We are investors in Dell. As well, we are largely focused on realities and potential trends in IT computing for enterprise businesses and ...

We no longer think that successful enterprise IT software sales depends upon an outside sales component. We have come to this conclusion as the result of our direct experience over the last 3 years selling this type of commodity into enterprise business markets. We are not precluding our customer...

We very much like how the BusinessDictionary dot com web site defines the term "facilitator". In fact, this definition illuminates not only the activities typical of facilitation, which include: ensuring clear communication between members of a team, and contributing to efforts to solve problems ...