by Janet Gregory | Oct 30, 2013 | Marketing
When sales compensation plans need to be developed the air begins to grow cold, no matter what time of year it is. It’s the dreaded sales compensation plan monster. And that monster is ugly with bad breath. But, don’t despair there is a...
by Janet Gregory | Oct 12, 2013 | Marketing
Step 1. Align expectations. Are your expectations and the customer expectations the same, aligned or are they different? Expectations need to be established, aligned and managed. They don’t necessarily need to be exactly the same but they need to align or...
by Janet Gregory | Sep 27, 2013 | Marketing
As business grows and evolves, a change of channel sales model is often required. It could be changing the channel strategy from direct to channel *or* from channel to direct *or* establishing a mix. In any change there are seven key considerations that need to be...
by Janet Gregory | Jul 31, 2013 | Marketing
Dilemma: “How do I find out what the customer’s goals are? Do I simply ask them directly, what are your goals?” Solution: Do your homework first. So that when you are asking “what are your goals?” it is to confirm those goals that you have uncovered in your...
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”...