Actually, they never departed. The lone wolf salespeople, you know them – the ones who hate process, think CRM systems are junk food for metrics-minded idiots, and blow out their numbers – are alive and well. Any endeavor, any product, trends toward homogenization. Unique products attract knock-offs. Cutting-edge ideas are overwhelmed with imitators, sold cheaply. […]
When you log onto your phone or computer to read something interesting, the first experience you are likely to get is a pop up ad or annoying video that has zero interest to you. Why? Because the unimaginative, brain dead marketing types cannot get your attention with valuable, intelligent, thoughtful content so they interrupt you.
Current Sales Madness Taking innovative products to market is hard stuff, made more difficult by the overwhelming number of over-VC funded, useless, undifferentiated SaaS offerings clogging up the airwaves and prospects’ phones. The typical prospect, unlucky enough to be in the DiscoverOrg database, gets scores of cold calls. SPAM emails can be 80% of their
Where Did They Go? The difference between a “franchise player” and anyone else is not two to one, it is not 50 to one, it is infinity.” – CEO of High-Tech Company We were talking about programmers and this CEO said he could hire the best talent, pay competitive salaries, and get terrific output from his
Territory Management Costs Less, Delivers More and Sales Reps Love It A reported 65 percent of all sales reps don’t make quota. Sales turnover has never been higher. VC funded B2B companies raise over $100 million yet never find profitability. Cost of sales for a B2B company often exceeds total revenue. B2B tech companies are
There is a perfect sales equation every B2B software or SaaS firm strives to execute; like any visionary goal, it is an aspirational journey and the farther along one gets the better one does. We self-fund our firms. Actually, we fund them with revenue from early deals so we do not need venture capital. Self-funding
Territory Management Costs Less, Delivers More and Sales Reps Love It A reported 65 percent of all sales reps don’t make quota. Sales turnover has never been higher. VC funded B2B companies raise over $100 million yet never find profitability. Cost of sales for a B2B company often exceeds total revenue. B2B tech
Territory Management – The Best Way To Run A Business Read More »
LinkedIn is the user interface for mediocre sales talent to reposition as a SALES GURU or Sherpa who can teach “sales hacks” enabling new-to-sales types to find wealth, happiness and everlasting personal fulfillment. You can bet it is all BULL. If those charlatans on LinkedIn, jumping up and down on stage, pix with audiences
Do You Want To Get Rich Selling? Well Do Ya Pal? Read More »
This entire week was spent in Dallas with prospective clients interspersed with interviews for our first Dallas area sales rep. Our technology is pretty unconventional, but not nearly as much as our sales approach. We think both are the way of the future. The technology solves a common problem in a very simple manner. Companies
Several years ago, I was brought on to launch a territory in the Texas area for a struggling logistics software company. They had never sold a single deal in the region, had gone through 3-4 reps over 6 years and had nothing to show for it. Their product was a highly specialized offering and was