A friend pointed me to an interview with Guy Kawasaki that was published in the New York Times this morning. Kawasaki makes some terrific points about hiring. Here’s one:
Q. How do you hire?
A. The most important thing is that you hire people who complement you and are better than you in specific areas. Good [...]
Filed under: Hiring | 5 Comments »
Earlier this week I spent two days with a technology company client in New York City. As with every other tech company with which we’ve been engaged, I was asked about my opinion on demos. The discussion prompted this post.
On the sell-side, the precise approach to demos will differ company-by-company, product-by-product. Selling iPhones? Demo early [...]
Filed under: Sales Strategy, Technology | 3 Comments »
I picked this up on the web this morning. A training company is looking for a software application to deliver sales training to 3000 people in 20 countries for $500.
Here it is:
Description:
We are a Training and Development Organisation carrying out a Global Sales Training Program in different languages over the coming 12 months. We expect [...]
Filed under: Technology | 11 Comments »
Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million [...]
Filed under: CRM, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales Training Companies, Technology, sales process | No Comments »
Over and over I’ve read and heard sales experts say that, “It doesn’t matter which sales approach or methodology you use, as long as every salesperson in the company uses it.” This myth has been around for decades. Don’t believe it. It just isn’t true.
When ESR does postmortems on failed sales training initiatives, we often [...]
Filed under: sales training | 9 Comments »
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