by BobHatcher | Mar 18, 2013 | Forecasting, SalesVP
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....
by BobHatcher | Sep 13, 2012 | Miller Heiman, SalesVP
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...
by BobHatcher | Jun 2, 2012 | Forecasting, Marketing, SalesVP
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...
by BobHatcher | Jun 2, 2012 | SalesVP
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...
by BobHatcher | May 31, 2012 | SalesVP
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...
by BobHatcher | Apr 10, 2012 | Forecasting, Marketing, SalesVP
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...