Category Archives: Sales

How will you know if a certain sales approach will work or not?

You will have to continue to test, measure and test because the markets move all [...]

The ignorant customer and the unfortunate salesman?

It is easy to jump to the conclusion that potential customers that don’t get it [...]

Slow down – it’s not your business

As a management consultant you have to take responsibility for the outcome of the process you [...]

Proposals Are the Last Thing You Do

I now realized the advantage I had in proposal writing. It was never about me. [...]

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Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

The book is a "must read" for all business development, marketing, sales and other revenue [...]

An Idea That Eventually Turned Out to Be Worth $1.45B

Improving something that already exists by making it easier to use, less expensive, faster to [...]

Curb Appeal – Why It Doesn’t Say Anything about the Interior

All companies have all kinds of issues all the time. The perfectly running company doesn't [...]

Key Considerations for the Direct vs. Indirect Go-to-Market Approach

In the video, I discuss the main difference between the direct and the indirect go-to-market [...]

“Revenue Generation” as a Service

Let’s just face the brutal facts: Marketing and sales are not the core competencies of [...]

Developing and Maintaining a Channel Partner Program

In the video, I discuss the channel partner program and the design principles we should [...]