Monthly Archives: February 2017

Why a deal registration system matters at Hybrid Sales organizations

Let’s start this with a simple statement that “trust is earned, deal by deal.” Also, there are a few downsides to consider. Let’s skim over both sides here. While trying to figure out whether you should have a deal-registration process at your company, you’re worried that: 1)    You’re giving away margin dollars for no good reason […]

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The evolution of an idea

OK. Have you ever been sitting around with your friends or work mates, and say “wouldn’t it be a great idea if we could…?”. Or, you’ve already come up with the seeds of a great idea on your own. How do you make it come to fruition? How long will it take? How much work […]

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Marketing and sales teams should be better integrated

I’ve been incredibly fortunate to have worked with some of the best marketing talent in the tech industry over the length of my career – starting with 16 years at Apple, three years at Zebra, one at Lextech, and almost one year at LiveAction, for instance. I’ve also worked with some of the most-dedicated salespeople […]

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