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?
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...
Balancing management data needs against "make work" projects When we talk about CRM Implementation what we really are asking ourselves is how are we going to get our people to use it, use it effectively and use it repeatably and reliably? In the end, it's all about...
