Will C-level executives meet with sales people? The answer is yes, but it takes 240 pages to explain why that is the case and what a sales person can use this insight for. That’s 240 pages [...]

The book Predictable Revenue (Turn Your Business Into A Sales Machine With $100 Million Best Practices of salesforce.com) by Aaron Ross and Marylou Tyler is from 2011, but it is still a book [...]

As an independent management consultant (or anyone else working in sales) you must be able to answer these two questions: 1. How do you find clients who have a desperate need for what you do? 2. [...]

Most companies in the world fit into the following description: In the marketing and sales department they are working hard to make it as easy as possible for potential customers to get in touch [...]

“In business only the results count” is probably a statement you have heard over and over again. I obviously cannot disagree with the fundamental fact that without solid and growing profit all [...]

This is my watch. It is a Nautica and the picture actually says it all. It shows the time and the date (and it looks pretty sporty, I think). You can visit the Nautica web site and see that there [...]

Email is by far the most important and popular communication vehicle used for individual internal and external communication in all types of companies and organizations today.

I subscribe to around ten newsletters and one of them comes from Tomasz Tunguz from Redpoint who writes regularly about the SaaS industry. In his newsletter from 25 March 2015 he recommends Mark [...]

How do you define “sales” as a profession? I’ll give you two options. Option one: “Sales” is the profession of persuading someone to acquire something irrespective of whether they [...]

What do you need to understand and implement in order to be successful with a sales channel? In my previous blog post on channel development, I mentioned the need for analysis and planning prior [...]