Rethinking how you set targets for salespeople

Rethinking how you set targets for salespeople

Large enterprises have the luxury of being very data rich and because of this they can pour through tons of information related to historical sales performance and form realistic expectations of what can be achieved in the future. The situation is very different for...
Understanding Your Competitors – Well Kind Of

Understanding Your Competitors – Well Kind Of

I was thinking back to the many meetings I have had over the course of my career and I remember securing a sizeable contract against a competitor who was 40% cheaper than the solution I was providing. I remember the fist pump my manager and I did when we got the call...
Selling To Companies With Unknown Problems

Selling To Companies With Unknown Problems

Your investors set a meeting up between your company and a huge target customer because they know a senior director. You are super excited because this is a dream client and you can not believe that they are one of the first companies you have an opportunity to sell...