If you want to read a great success story about a high-profile sales and marketing transformation effort, check out this article about Sungard in the publication Selling Power. There are two key elements of this story I find consistent with other successful sales transformation efforts. The first is that thereContinue Reading
I attended a great session last night put on by SMEI – Boston regarding “mobile” as part of marketing and sales planning. The discussion lead to understanding mobile as very useful in solving “pinpoint” problems not only in the B-to-C world, like point-of-sale solutions and health care management, but alsoContinue Reading
Join me and other senior sales, marketing, and operational executives on September 11 in Lexington, MA for a half-day workshop that promises to help you find ways to improve revenue performance. Sponsored by Sales & Marketing Executives International (SMEI), this workshop will help you recognize what is keeping your sales organizationContinue Reading
I recently read “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance” by Jason Jordan and Michelle Vazzana. The authors present a central premise that is so obvious but it’s one I see routinely ignored in sales management: You can’t manage to revenue results. Or, asContinue Reading
