Make the vendor an active partner from early in the buyer’s decision path
Friday, 13 May, 2011
Make the vendor an active partner from early in the buyer’s decision path

Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made.  We  like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are […]

Pregnant and sexy. On national TV! We finally have arrived!
Tuesday, 10 May, 2011
Pregnant and sexy. On national TV! We finally have arrived!

This past Saturday, Saturday Night Live was hosted by the incomparable Tina Fey who was obviously pregnant and dressed in a sexy black slinky dress and ultra high sexy heels. I was a bit surprised to see something so tight and form fitting – very sexy – on a pregnant woman, and was reminded of […]

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]

Musical sales people: moving sellers to be near buyers is irrelevant
Friday, 29 Apr, 2011
Musical sales people: moving sellers to be near buyers is irrelevant

When I recently heard that a prospect was re-organizing and moving the sales folks into geographic verticals, I was baffled. Across the board, through decades, using any sales model, selling any solution, the sales model closes 7%, plus or minus 2%. Regardless of where the sellers sat.
From what I gather, the thinking behind this is to ‘be nearer […]

Proposal Management: the missing qualification piece
Monday, 25 Apr, 2011
Proposal Management: the missing qualification piece

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework to understand the issues the field faced so I could help them be more successful. In my research I discovered:
1.proposal managers are responding to literally hundreds of unqualified RFPs annually with no capability of […]

Guest Blog: Think Strategically. Execute Brilliantly.
Thursday, 21 Apr, 2011
Guest Blog: Think Strategically. Execute Brilliantly.

My friend Anne Miller is quite a brilliant woman. Her whole business is built around ensuring that clients and buyers get the right messaging at the right time in the right way. Toward this goal, she has written 2 acclaimed books on using metaphors to explain a solution, teaches negotiation skills,  and runs a very interesting […]