by Janet Gregory | Jul 24, 2013 | Marketing
Dilemma: “I don’t relate well with senior executives and get ‘pushed down’ to the project owners. Why is this happening?” Solution: Review last weeks blog for more on the executive conversation. You will get “pushed down” or “introduced up”...
by Janet Gregory | Jun 24, 2013 | Marketing
Dilemma: “As I try to connect my sales solutions to customer goals, I get confused between what’s an initiative versus what’s a goal. What’s the difference?” Solution: Know the difference between initiatives and goals. Initiatives are specific projects or programs...
by Janet Gregory | Mar 15, 2011 | Marketing
Are you doing the right things? Are you doing things right? Selling methodology and selling systems need to adapt quickly to accommodate changing business strategy. Product management priority should focus on portfolio responsiveness, where the portfolio is your...
by Janet Gregory | Mar 3, 2011 | Marketing
Is your sales force getting the company to reach its strategic objectives? Most CEOs say NO. At the Forrester Research “Technology Sales Enablement Forum” in February George Colony, CEO of Forrester Research, talked about the problems that sales faces, how CEOs would...
