If you are like many Sales Leaders, this is the time of year when you turn your attention to the annual sales kickoff meeting. You picked a date, lined up an offsite meeting space with great food, planned a team-building activity and had travel booked for everyone. All set! Right? Not so fast. Don’t let […]
The Internet of Things is changing business. While most of the time we talk about the impact on manufacturing, logistics, and operations, what we need to realize is that IoT will have a major effect on sales and marketing processes, too. In a transparent, real-time, interconnected world, everything about business will be transformed as information […]
Sorry, sales. The buyer is in charge now. Jeffrey Lipsius uses simple storytelling in his book, Selling to the Point, to explain why the buyer is now in charge of sales. It’s a big concept that Jeff has explained through storytelling that makes it easy to grasp and relatable. That’s not to mean that sales […]
Converting from Legacy to Selling Managed Services—Did FireEye Ignore Sales/Marketing Change Management?
Last week cybersecurity leader FireEye released long-anticipated results that fell below market expectations. The market reacted quickly as Fireeye’s stock value fell another 15%, trading in the $15—$18 range (at one time during 2014 the stock traded as high as $80). The company announced layoffs of up to 400 employees as part of a restructuring. […]
Whether you call it inside sales, business development, or sales development, this is a critical role for revenue growth. Released just last month, I highly recommend anyone in leadership for sales or inside sales read The Sales Development Playbook by Trish Bertuzzi. Specifically, the book is written for: Executives and Executive Sponsors VPs of Sales Sales […]
Sales is changing forever because the buyer has changed. Buyers are more informed and more comfortable with digital engagement as they do more research and buy more products online, and this has extended to their business lives as well. What this means for sales is that there is a new inside sales role emerging that […]
Today I was enlightened by an article from Neil Senturia, author of “I’m There for You Baby”, an excellent set of examples and rules for doing business based on his experience. His most recent work is entitled “Lament of the CEO: I Waited Too Long”. Neil is an experienced CEO turned Investor, and a purveyor […]