A quick story on the value of account planning

I have been a Miller Heiman sales consultant for ten years and have worked with small and large accounts implementing the Miller Heiman methodologies. My client is a small system integrator, I’ll call them XXX in the Boston area and they have used LAMP to define...

Sales keys for “Product Leader” companies

Companies who compete based upon their product leadership have to structure and run their sales teams differently from others. If you are one of those companies, this blog is essential.

Over the past few weeks I’ve written about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Customer Intimacy” (see below) and today we’re going to discuss those who compete on product...

Sales leaders, here are keys for the “customer intimate” sales force

If you choose to compete on “customer intimacy” here are some key things to prepare for. Sales lessons for companies. Use these in your sales training

Last week I wrote about Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.  Over the next few blog articles I want to dive in a bit deeper and analyze each of those types from a sales perspective.  This is, afterall, a sales blog! If you...

Your target market is smaller than you think!

Choosing target markets and market segmentation have always intrigued me. Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend

Choosing target markets and market segmentation have always intrigued me.  Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend, the book is “The Discipline of Market Leaders” and is...

Three reasons sales forecasting is more important than you think.

As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s probably more important than you think.

As a sales leader, you know the importance of forecasting.  Management needs to know how much revenue you will attain in the next week, month, quarter or year.  But, my guess is that it’s more important than you think.  Here are three reasons why it’s...