Building Sales Teams for Technology Companies Since 1991

Archive for November, 2009

Discipline is the Key to Success

What’s the one trait that almost all great technology sales reps exhibit? It’s not people skills, not brains, not presentation ability, it is discipline. Every sales person knows what it takes to make or exceed their quota number, but few have the discipline to do so. There is a famous quote that I like – […]

Cold Calling Tip from a Sandler Black Belt

I was working with a long-time client and very senior sales executive who has ended up back in the trenches making cold calls to get another company off the ground. He’s a sales turn-around guru, so he’s done it several times. In setting up the cold call script he had a light bulb I thought […]

Timing is Everything

As we enter the fall of 2009, we’re beginning to see signs of economic recovery, which, though small, are clear indications that the recession is lifting.  Companies in the United States will respond in different ways to these signs. Some will be proactive, and start to hire sales people before they actually see revenue growth; […]

The End of the Sales Funnel?

The End Of The Sales Funnel? By Dick Davies For more than 40 years, the Sales Funnel has been the dominant model to chart how a prospect transforms into a customer. Originally a measure of what information had been released to a prospect by a sales person, the Funnel has been tweeked to predict sales […]

Economic Turnaround and Good News!

As we head into fall of 2009, I have been asked a numerous times, “Kent do you see or sense a turnaround in the job market?” The fall is typically a very busy time for companies adding sales talent in order to ramp up their sales force to drive revenue for 2010. Although I have […]