The New Math of Prospecting: 1 = 3

The New Math of Prospecting: 1 = 3

One of my favorite topics of discussion is prospecting. I am fascinated when a salesrep will tell me they have a great offering and they know exactly whom to call and what to say. Their enthusiasm is a major plus and confidence is essential, but their focus is just...
Separating from the Marketing Pack in Q1

Separating from the Marketing Pack in Q1

2012 is well into Q1 now and Vendors are having their sales and marketing teams hammer their hopefully well developed lists to generate new business and reawaken existing clients for 2012. Software firms, hardware sales, professional services; you name it and...