Tonight I met up for dinner with Paul Melmon, an old friend who has been around the block more than a few times. He initially gained notoriety as CIO at pets.com, and has since cycled successfully through several startups in the SF bay area,...
Note: This is the 2nd of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.
Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.
We spend way too much time in our companies designing, measuring, and enabling, the Sales Process.
Hi everyone: I will be attending and hopefully presenting at PCamp Austin this weekend, and I would love to get input from our readers about specific questions on the topics I have proposed.
Steve Johnson has probably taught 50,000 people how to do Win/Loss Analysis. Here are his views on Win/Loss Analysis. We couldn't agree more.
A mentor of mine used to repeat this line fairly often to me: The main thing is keeping the main thing the main thing. The quote comes originally from Stephen Covey.
Yes, summer is here, and the vacations are beginning.
Think about that question again. I’m not asking about your company. I’m asking about you personally. The next time you are interviewing for a job, I want you to be able to say that your references are at Fortune 500...
I haven't cleared this topic with my co-bloggers, so please let me say up-front: I take full responsibility for this post. - Alan Armstrong
Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...
Just what happened to David Carradine? As I kicked open my morning browser, I was shocked by the news of his sudden death and of course by the questions of the circumstances surrounding it. May God rest his soul.
One of the most difficult things in Win/Loss Analysis is getting someone from a lost account to speak with you. Why would they spend the time, and why would they reveal anything to you? Once an evaluator rules you out, they have absolutely no...
Customers will normally schedule time to speak with you, but it's not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.