The Pipeline
OCTOBER 18, 2021
Then followed a career as an employed trainer and consultant for sales effectiveness; first with the boutique consulting firm “Target Market System” which then became OnTarget before it was absorbed by Siebel Systems where he first held the positions of Business Consulting Director and then Solution Practice Director.
SBI Growth
JUNE 30, 2013
Oracle just missed its 4 th quarter number for the first time in a decade. In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. In contrast, forward-looking, courageous companies, like Oracle, hire into the soft economy. Let’s not beat up Oracle.
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No More Cold Calling
APRIL 17, 2014
Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. They’ll think you’re the Oracle of Delphi. So what’s the secret to increasing sales effectiveness?
HeavyHitter Sales
APRIL 1, 2010
Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. « Inspirational Sales Quotes for the New Year!
No More Cold Calling
JANUARY 27, 2015
Most ask me to buy lists of Salesforce, Oracle, or Sage users. You’ve launched your content marketing strategy but it’s not working—few fans, even fewer followers, some light traffic to your blog, and a few lonely clicks from various calls-to-action. Associations Enterprise Sales Management Salespeople Small Business'
SBI
SEPTEMBER 17, 2019
This, coupled with powerful team-level analytics and opportunity heatmapping gives sales managers unprecedented opportunities for improvement. “Sales teams aren’t the same, and software shouldn’t be one size fits all. Sales Enablement. ????Revegy, Blog Article. It’s derived from Invisible.io
Pipeline
MAY 30, 2023
Sales support: support is a broad category that includes training, workflows, escalation, feedback, and tactical support (e.g., your customer wants to modify the terms and conditions of your deal, and you need management guidance/approval). set the budget early to disqualify poor candidates), set general and specific sales goals (i.e.,
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