It is essential that enterprise sales personnel keep early stage conversations with prospects on track. The cliche “the customer is always right” is, quite often, dead wrong. In fact, most prospects are unclear about what they are looking for. Further,… Read more ›

Increasingly, models of highly successful enterprise software sales talent are diverging from the traditional stereotypical sales person. Yesterday’s emphasis sales people with thick skins, who can take over a crowd, dripping high energy and the like is long gone. Now,… Read more ›