Content Preview for: Notes From the Front Lines, an IT Sales Blog
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Well, I just recently got back from this year's Microsoft Worldwide Partner Conference (WPC) in Houston, TX. I know, nothing like Houston in July. But being from Baltimore, I did not see that much of...
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I read a recent article that was pointed to from a Blog that I read regularly - Jill Konrath's Selling to Big Companies Blog. In her current blog post One Sales Strategy That Really Works, she points...
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Jill Konrath writes about why Free is not selling in her blog: http://sellingtobigcompanies.blogs.com/selling/2007/03/why_free_isnt_g.html She points out two reasons why nothing is free: "Everything that's...
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how differentiate yourself by being truly committed to helping your client succeed and not just committed to selling your product. This is a fundamental shift in the way a lot of sales people sell, and...
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I have always had the philospohy that a sales rep's job is not to SELL but to find a customer that has a need that we solve where the FIT is right.
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Two things happened to me this week. One I lost a big, really BIG deal to a competitor and Two - I read an article in Selling Power Magazine related to selling in the face of bad news. These may seem...
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I usually stick to B2B selling, you know the "professional selling" however I am going to take a side track here. I really can not believe how the retail sector in this country has such a low level view...
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Tim Young has a good article on Lead Qualification Models - the next step once you are getting leads! http://salesleads.typepad.com/xsells/
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