Anatomy of a bungled, but successful CRM sale…

As a sales consultant, I get to work with a lot of great companies. One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system. The attached presentation is a summary of the sales process and the mistakes made by the three vendors, Salesforce.com, Netsuite, and SugarCRM. It’s interesting reading.

As a sales consultant, I get to work with a lot of great companies.  One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system.  Being on the buying end, rather than the selling end was quite a...

There are only four ways to grow revenue. Which is right for you?

You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year.  Your CEO wants you to do it with the same headcount as last year.  What are you going to do? There are only four things you can do. […]

You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year.  Your CEO wants you to do it with the same headcount as last year.  What are you going to do? There are only four things you can do....

Why golf is like selling…

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened… I had a tricky twelve footer or so, downhill with a left to right break.  I put […]

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I’m not bad.  Recently, I had an epiphany on the putting green.  Here’s what happened... I had a tricky twelve footer or so, downhill with a left to right...

Sales keys for the “Operationally Excellent” companies

This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going to discuss those who compete on Organizational/Operational Excellence… from the sales perspective! […]

This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”.   Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...

A quick story on the value of account planning

When you and your client agree upon the nature of the relationship and how to proceed, the value to both you and your client is incredible.

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...