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 | Sep 1, 2013 | Marketing
Looking for sales training? Here are some options. For individuals, there are great publicly available training programs that individuals can attend. For large companies, consider bringing the training in-house. For any size company, use a sales training...
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”...
by Janet Gregory | Jul 18, 2013 | Marketing
Dilemma: “What do I talk with executives about, if I don’t want to talk about products and solutions?” Solution: In any conversation, you will be directed to the people that you sound like. This is true both personally and professionally. As an example, think...
