by dmitchel | October 14, 2012 | Submit a Comment
It’s one of the stock pieces of advice given to small providers: to grow your business you need to develop an indirect channel. All the arguments about scale and reach get trotted out, as though they were a universal law that all companies are obliged to follow. Based on 200 small and medium software businesses [...]
Category: Uncategorized Tags: Inside Sales, Partner Sales, quota, sales
by dmitchel | August 19, 2012 | 1 Comment
I tend to keep the old age “people buy from people” in mind when talking to executives who are looking to improve the performance of their sales teams. If the company’s sales team is unpleasant to do business with then customers become reluctant to buy the products and/or services of that company. On the other [...]
Category: Uncategorized Tags: brand, sales
by dmitchel | July 29, 2012 | 2 Comments
In the past week I’ve been dealing with a number of customer inquiries from senior sales management, all of which have a common script. Basically, there is a passive-aggressive sales man (and, yes, it is almost always a man) who does not want to comply with the reporting framework that the management team want to [...]
Category: Uncategorized Tags: sales, sales management
by dmitchel | June 24, 2012 | Submit a Comment
Continuing the series of postings about the future of sales that I started 2-3 weeks ago. This time I start to look at the cost of sales and how that is going to change over time. The next place for the axe to fall Cost reduction, or whatever the current euphemism is, has been a [...]
Category: Uncategorized Tags: cost reduction, sales
by dmitchel | June 4, 2012 | 1 Comment
Over the past 2-3 weeks I’ve been travelling around different parts of Europe, talking to dozens of different companies about sales. What’s becoming more and more clear to me, after the latest conversations, is that sales are at a crossroads and that we are just entering a phase where the future of sales is up [...]
Category: Uncategorized Tags: sales
