Grade your salespeople on email cold calling

I attended a workshop on email cold calling techniques hosted by Ms. Jill Konrath of Selling To Big Companies. It was excellent and alerted me to an issue that software CEO’s need to be aware of. There is a very strong probability that the vast majority of your salespeople are sending emails and leaving voicemails… Read More

Crafting a value proposition – a real-life example

In earlier posts, I shared reasons why value propositions are so important. They become voicemail messages, emails, VITO letters, and more. As sales guru Jill Konrath states, the lack of a strong value proposition has killed more sales campaigns than any other reason. Let’s examine a specific example. The brochure above violates all rules of… Read More

Welcome to No-Brand Land, Mr. CEO

As VP of Sales and Marketing for a partner with one of the top enterprise software firms, my team and I attended a sales conference recently. There was an unbelieveable amount of content — hours and hours of presentations and quizzes. I was struck by what was missing — sales execution. It was all about… Read More