sales process

Grounded Qualification: an Emergent Approach to Assessing Sales Positioning

by: John Caddell

For the past eight years, I’ve worked with helping midsized IT companies sell their products into a maturing telecom market. This is so different from the earlier times of unbounded growth that it doesn’t even feel like the same industry anymore.

In the old days (i.e., before 2000), there were so many new telecom companies sprouting up that a company did not have to be a leader to be successful. They just had to be good enough.

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How to Fix Your Selling Process in 192 Pages (not)

by: John Caddell

A column in today's Wall Street Journal boils it down for us: "...[C]ompanies need to 'reinvent' the way they sell, to focus on their customers rather than product features."

Stop me if you think you've heard this one before.

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