Your Sales Management Guru

JANUARY 14, 2013

The first chapter titled: “The Dangers of Playing it Safe” covers a great story of a CNN/Money executive that left the security of success within a large enterprise to go into the turnaround and high risk oriented opportunity.

Sales Management 110

Sales Management Enterprise Enterprise Motivation 110

Your Sales Management Guru

JANUARY 15, 2012

Sales force automation (SFA) systems hit the market in the 1980s, but it wasn’t until Siebel’s release in the mid-90s that they gained a foothold in the enterprise. Best of all, up-front and ongoing software fees were now a small fraction of what an enterprise-scale SFA application cost. December 14, 2011. About the Author.

CRM 61

CRM Top of Funnel System Scale 61

Your Sales Management Guru

SEPTEMBER 4, 2012

While many of the examples are from enterprise and global organizations the concepts and lessons learned are appropriate for any sales organization. When I read these kinds of books, I tend to have a pen in my hand and I fold over the page corners where I find the key important points… In 225 pages I counted 19 pages folded! .

Strategy 103

Strategy Handbook Case Study Quota 103

Your Sales Management Guru

SEPTEMBER 6, 2016

Winning at the Enterprise Level. Just a few of the chapter titles will help you understand why I felt this is a powerful book: Fit the Prospecting Plan to Your Market. Time Management for Prospecting. Best Practices for Making the Initial Contact. Customer Engagement Dos and Don’ts.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

AUGUST 18, 2016

Exploring unexpressed potential needs, linking the implications of the current issues with other functions within the enterprise and tying the project to corporate objectives will both help the prospect build momentum internally and differentiate your offering. This is critical to begin to build your “business case” for taking action.

Sales Management 40

Sales Management Webinar Metrics Vendor Case Study 40

Your Sales Management Guru

FEBRUARY 20, 2012

Executives from smaller companies often tell us that, unlike their counterparts at larger enterprises, they don’t have the resources to undertake professional-level development projects. (My My typical response is: “That’s why you’re still a small company.”)

Hiring 72

Hiring Lead Rank Lead Scoring Proposal 72