IBM’s Rometty Gets Blunt With Workers

IBM’s Rometty Gets Blunt With Workers

by | Apr 28, 2013 | Sales Tips

The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff had failed to close a number of valuable software and hardware deals. It...
Why Salesforce Won’t Increase Sales

Why Salesforce Won’t Increase Sales

by | Oct 23, 2012 | Sales Process

Great technology can transform the productivity of any process. Just look at what spreadsheets did for financial modeling. But you need to know how to capitalize on the technology. Spreadsheets need a process. You need to be clear on your input fields, you need to be...
Playbook #3: Sales

Playbook #3: Sales

by | Jul 19, 2012 | Selling

Last week we discussed the essential ingredients of the Marketing Playbook. This week we turn to Sales, Playbook #3. However it is important to understand that all of  The Playbooks can only succeed if they are aligned and integrated. Again your Sales Playbook will...

Sales: Ingredients of a World Class Sales Process

by | Dec 3, 2010 | Sales Process

ShopperTrak estimates sales on Black Friday rose by 0.3% to $10.7Bn relative to last year. Inc 5000 celebrates “3 year sales growth” with this years winner, Ambit Energy posting a 20,369% increase, 2006 sales were $1.6m rising to $325m in 2009! Sales are...