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...
A post contract award follow-up is critical to future sales success. Why did we lose the order? Was our submission late?
Is your territory manager overloaded or under utilized? How many sales managers have actually run the numbers to see if they have assigned "coverable"territories? Simple math-break up the customers into calls required to close, total up the number of calls ina year...
