...beats target by $4M, grows backlog by $500k and funnel to $15M after 3 years of decline
Replacing "death by Powerpoint" accelerated new product sales THE REQUEST – (To the Application Engineer or Product Manager) I hear what sounds like, “We’re launching a new product and sales needs a pound of training… would you please go put together some product training? It’s an important new product, and we want sales to “take off”, … Continue reading New Product Sales Training
Sales beat plan, 30% CAGR over 5 years Challenge: “It’s time for the next product launch.” My boss meets with me, the new guy, and says, “Our product launches aren’t very good. We need to change that.” He then tells me how the success of this new product is the one big thing that can and … Continue reading Just One Good Product Launch?
Sales people, Sales management, and others who work closely with Sales people have some very effective, standard metrics that can be used to communicate about sales, such as leads, target accounts, funnel, win rate, and sales year-to-date. They also often do a nice job discussing target account planning and strategies to win, new products and … Continue reading Better Ways to Evaluate Those Misunderstood Sales People
In 2014, I wrote a 2-part blog while at Belden about four megatrends; the Internet of Things, Big Data, Cloud, and Industry 4.0. Most of what I wrote is still appropriate today. This blog is for the skeptic in all of us. If you’re like me, you’re swamped with articles about the Industrial Internet … Continue reading The Industrial Internet of Things? Gimme Three Good Reasons
When people don't do what you want them to do, I use a simple model I learned in my very first job as a trainer. I ask, "Is it because they lack the skills and knowledge, the motivation and incentive, or the tools and environment?"
This is the excerpt for your very first post.