by Janet Gregory | Apr 6, 2013 | Marketing
Week 2 was spent in Singapore working with a large global networking company delivering workshops on Customer-Centric Selling. This highly successful networking company realized that their sales teams were focused on “pushing” products and fulfilling customer needs....
by Mike Gospe | Feb 24, 2013 | Marketing
Demos are often haunted by gremlins. But even when the technology works fine, most demos just don’t sizzle. A new survey seeks to uncover the real challenge behind one of the most important steps in the B2B cycle. Entaktics is engaging buyers and sellers...
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...
by Mary Gospe | Apr 12, 2010 | Marketing
Last week I attended a SalesCraft roundtable hosted by Sharon Little, Director of Global Field Communications at VMware. SalesCraft is a forum for Silicon Valley sales leaders to talk about strategies and trends for empowering successful sales teams. The topic:...
