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Benchmarking Sales Models Creates Little Differentiation
So often I am asked by our technology and service provider clients to share what others are doing in the market and help them benchmark themselves against their competitors. While there are insights...
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Dell – Going Private Might be the Best Way to Adjust Sales Models
For those of you who recently attended the Future of IT Sales Webinar, I wanted to respond to the question about who in the market is attempting to actually make these hard decisions and materially...
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A Mythical Million-Where a Recovering Sales Leader would Spend Extra...
My colleagues, Hank Barnes and Todd Berkowitz , and I came up with an idea for an interesting (we hope!) collection of blog posts to kick off 2015. The three of us are independently writing a post...
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Sales Leaders: Invite Marketing to Go On Some Sales Calls in 2015
I participated in a Gartner Local Briefing in San Francisco last week with a number of my colleagues. We had about 150 people in attendance from both small and large technology providers. The first...
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