A company is a machine. It starts relatively small with a few moving parts and, if all goes well, it grows into a complex grouping of assemblies and sub-assemblies that all contribute to its execution and success. Narrowing the discussion … Continue reading
A sales organization behaves like a school of fish. While each member is an independently thinking body, there is a unified personality that is hyper-sensitive to the movements of the whole. Disregard this group personality and risk reduced productivity, high … Continue reading
Write it down… Now scroll down… For those of you in living in a cave since 1986 … Continue reading
Back to prospecting. My first post on this site was about prospecting. It basically acknowledged that prospecting is hard work, that few want to do, but is also critically important and ultimately rewarding. Two years later nothing has changed (BTW, … Continue reading
I love the principle of Ocam’s Razor. Basically it states that if there are more than one possible solutions to a problem, the simplest one is likely the best. I have historically applied it in forecast reviews when a sales … Continue reading
In my previous post I said there were two processes in play in every sale and proceeded to spend a few paragraphs discussing the importance of defining and adhering to a sales process, regardless of the tantalizing allure of a … Continue reading
Every sales job spec and every sales resume says “high energy” in the first paragraph. But high: “commitment to process” is more important. There are two processes at work in every sale. Part 2 will talk about the other one … Continue reading
It was a torrid 15 months at Bromium. From a standing start, we delivered remarkable sales results in terms of bookings, customers (both numbers and quality) and unit sales. I want to thank the great teams in sales management, sales, … Continue reading
Whoa! Building sales momentum at a young company is all consuming. But man is it fun! Sorry for the hiatus. I was lucky enough to start my sales career at a time when many companies had proper sales training programs. … Continue reading
True story: I overheard a conversation between two guys in their sixties. One was in his early sixties, 62 or 63, and one had turned 60 within the previous few days. Upon learning of the other fellow’s birthday the older … Continue reading