Every great sales rep intuitively senses the pivot point momentwhen they’ve built enough trust in a prospect that they know the deal will close.  You know who these reps are - - they are the top performers on your team How about your sales team - - do you make this successful practice by making… [more]

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In Part 1 we took a look at Inside Sales Cost (ISC) and the Lead Generation Effect  - - the idea is that ISC keeps increasing as the number of leads you generate goes up as you hire more and more people to keep up with the growth - not a sustainable growth strategy. Let’s… [more]

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The biggest change in marketing over the past few years has been the shift of focus to Inbound Marketing.    Dharmesh Shah and Brian Halligan do an awesome job in their book Inbound Marketing teaching us all how to use the web SEO as a great untapped resource.   The very positive result ? Thousands of companies large and small… [more]

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I was tempted to title this post "how engineers and math majors will rule  sales".   Back in the old days, when men were men and ships were made of wood,   sales was managed by one number - - quota performance.  If you were a sales rep you either made it or didn't.  … [more]

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I am in San Francisco this week for the amazing Salesforce.com Dreamforce conference.  At yesterday's keynote there were 10,000 people sitting in a single room watching a really impressive presentation.   But while that was going on, I  was actually glued to a video feed with updates on the birth of our nation's newest industry… [more]

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When Eric Janzen sent me a  note announcing his new book, “The Postcatastrophe Economy”, I was intrigued.   I know Eric not only as a VC and startup company CEO, but also as one of the leading economic and market forecasters through his site iTulip. Eric had accurately predicted the market crash of 2008 and as… [more]

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Usually it's some "Big Strategy" that gets customers to talk about how much they like about quality and level of support offered by a tech vendor.   That is until the Big Strategy (i.e. that latest Sales Promotion) is over and things are back to service as usual - - which most of the time… [more]

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I was tempted to title this post "how engineers and math majors will rule  sales".   Back in the old days, when men were men and ships were made of wood,   sales was managed by one number - - quota performance.  If you were a sales rep you either made it or didn't.  … [more]

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The problem appeared simple. I joined Timetrade in February as EVP and COO and wanted to really upgrade our approach to the market.   We were getting ready to introduce our  Workgroup Scheduler online appointment setter, a great iPhone application,  and a brand new Appointment Cloud SaaS initiative.   All new ideas for our team, especially… [more]

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