Congratulations to Jerry Oglesby of SAS! Jerry is the recipient of the Amazon.com $250 Gift Card. We appreciate all the responses to our tradeshow survey.

Every lead that is not qualified distracts from your available time to find and sell IT, software and professional service prospects that are in the buying cycle now.

As IT salespeople, we have become subservient to our sales quota, prospect opportunities, prospect expectations, and the pressure to beat the competition so much that we often come across as weak-kneed caricatures of ourselves when interacting professionally with prospects.
As salespeople . . . we need to eat more Wheaties!
So often, you hear marketing and salespeople [...]

When coaching CEOs to increase corporate performance, we holistically assess our client’s business and look for operational variance gaps and best practices usage in the company’s business marketing, sales, strategy and financial management approaches to help them maximize their year over year growth. Using our proprietary database of financials submitted by over 50,000 CPAs, we have identified six specific business benchmarks that we use to chart our client’s current position as compared to their unique industry and that is used as a CEO success scorecard.

Today, most companies incorrectly define complex sales and this affects their ability close business and increase corporate revenue. This article identifies 4 common mistakes by salespeople and 5 reasons why the management teams allow these mistakes.

Are you tired of working for others? Do you have professional communications skills? Do you want to own a business asset that you can sell? Do you want to work part-time or full-time?

If so, we are looking for experienced senior salespeople who want to be Value Forward business coaches using our copyrighted methods and strategies — full training and unlimited support provided.

Role playing is an underused sales tool by most technology and professional service companies. When employed correctly, it can increase your sales team success, improve your market lead to prospect conversion, identify sales skill gaps and allow you to develop an esprit de corps amongst your sales team as they experience sales education as a team.

It is estimated that 24% of all RFP’s are NEVER implemented even when a short list is compiled, and many RFP’s are actually Request for Information (RFIs) in disguise. With that in mind, it is important to manage your time allocation based on logic not emotion.

During the early twentieth century, my grandfather immigrated to America from the Island of Sicily, the province of Ragusa and the town of Modica with a 5th grade education. Yet, he built a mini conglomerate of different businesses including a mink farm (for fur coats), movie theaters, liquor stores, real estate development and a candy [...]

Don’t put your strategy on hold while the economy remains sluggish. Take this success test to find out if your business is going to flourish in the next economy.