What does it mean to expand an order beyond what a qualified client sales lead initially indicates? For sure, it drives increased revenue, but what else is involved? Over my professional sales career, I’ve often been able grow deal size by 2X to 3X with the following thinking and process: Step 1 – Recognize ... Read More >
This article is intended for sellers with Small to Medium Enterprise companies that want to win new business and take market share away from larger, more established, competitors – taking advantage of a silver lining in a down economy. Classical selling is product and service focused that’s fueled by brand awareness and some ... Read More >
(A Path in the Forest by Joni Tuohimaa) Leader in Old French means to guide, to make a path and show the way. In sales, business, and life, however, experts do much more. So how do we recognize or become a pro in sales leadership, as every important opportunity pursuit requires leadership? This article will ... Read More >
The promise of going digital is to drive the innovation of new and differentiated offerings to create and enhance revenue streams, while also improving workflows that reduce operating costs at scale. Enterprise software is clearly here to stay as it advances the development of new business models to drive growth. And that means bigger ... Read More >