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 […]

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 […]

A short treatise on operations employees and salespeople; and, who’s in sales anyway? (AKA, nothing happens until something gets sold.)

OK – by show of hands – how many people feel comfortable being sold something – even something you want? How many of you like salespeople? How many of you get a good feeling knowing someone with the title “Account Manager,” “Regional Sales Manager,” and so on, calls you on the phone or is coming […]

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