What is an Ideal Customer? One of the most overlooked components of a successful go to market strategy is the definition of the ideal target customer. Knowing the type of person who buys the product or service offered is crucial because it helps you focus...
What are the keys to driving sustainable product profitability? I have a feeling that the following statistic will shock you. According to the Bureau of Labor statistics, 50% of new businesses will fail in the first 60 months and up to 70% will cease to exist...
Are all sales people created equal? At a very basic level, sales people fall into two groups: farmers and hunters. Both can be extremely successful, both are critical skills for an organization and it is difficult to turn one type into the other.
A post contract award follow-up is critical to future sales success. Why did we lose the order? Was our submission late?
Sales has to play a role in effective VOC programs When it comes to Voice of Customer (VOC) and new product innovation, how involved is your sales team in the process? Are they part of the collection, part of the strategy, data points on the VOC road or integral...
Don't just launch into your prepared preso So many salespeople I have spoken with/interviewed over the last 20 years have identified "being a great communicator" as a key skill they possess and is integral to their success in sales. If that means knowing how to...
