How to Help the Salespeople Win
Early Autumn should be the time of the year when executives begin to worry about next year’s performance and to contemplate changes that can improve their chances of success. Many put this off until it’s closer to year-end and should have been thinking about this much sooner. The easiest target is usually the sales organization,…
You Should Be Able to Attract Technology Talent
One of my clients recently wrote an article that was picked up by the Miami Herald. To avoid bad links, with David’s position, I will republish his article as he wrote it, below. His article runs contrary to some of the things typically heard from CEOs inSouth Florida. David Clarke, CEO of BGT Partners, has…
Using Sales Process To Build A Culture of Winning
In sales, the main objective is to WIN the deal. In our experience working with many great sales teams, we’ve found one overarching commonality: If you want to win, you must always know where you are in your organization’s sales process, and what next steps are necessary to effectively close the deal. The concept of…
Start Sales Planning for 2013
When the calendar turns to a new year, many salespeople suddenly feel like their troubles are behind them, and “this year” is going to be a lot better. While I think it is great to be optimistic, I also think that there are no real solid economic trends that clearly indicate that 2013 will be…
