sales

  Let me start by clarifying that this has nothing to do with buying or selling on social media. I am not a fan of the phrase “social selling”. This is a summary of what I have learned in my decade as a Marketer within Sales Enablement.…

Great leaders inspire us. They create exciting new visions. They push us to do things we might not have tried before. During times of crisis, they think and act creatively to solve problems. Leaders aren’t just needed in business but in all areas of life: family, friends, neighborhood, social circle…

The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn’t stop with your college experience. Ongoing training is also necessary to maintain your competitive edge. This is es…

As summer comes to a close, many of us have kids who are returning to school with shiny new shoes and eager smiles. After a few months off, their minds are ready for the new school year and are open to learning again. Or if you have a high-schooler like me, they may not be as eager and are counting…

Are you an open minded person sales professional? Most of you reading this will say “Yes, I am open minded” without really thinking through the question.  Now more than ever we live in a world that is constantly changing. Keeping an open mind with your customers, prospects and other stakeholders is…

Once upon a time, sales and marketing were in love True, Marketing wanted a long-term relationship and Sales only wanted a one-night stand, but it was clear where everyone stood. Then, the relationship began to change With the advent of digital and social tools, buyers – not sellers – stepped into…

In my previous Cisco Blog post, I discussed the business models an ISV can deploy in moving to the Cloud. In this Cisco Blog, I’ll discuss one of the most important parts of any software company’s business model: the cost of sales. Cost of Sales is Highest Cost for any Software Business…

Years ago I once read that a sale doesn’t happen until there is a transfer of energy from one party to another party. I believe this to be 100 percent true.  Your customer won’t buy from you unless they believe they or their company is going to benefit in some way. The prospect of that happening is…

Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity.  But once you’ve got your foot in the door of a new account, why abandon your newly found customer credibility when it can be…