SALES MANAGEMENT

Today’s tale: Channels are for Scaling Inside the Tornado

Channel Islands. image Unsplash

SALES MANAGEMENT

Today’s tale: Specialise your Sales Roles as you Grow but keep them in the Right Territory

Hunter or Farmer: image Pixabay

SALES MANAGEMENT

Today’s tale: how SQL Compare and Netcool/OMNIbus made it in New York

inspired by “I LOVE NY” image from Unsplash

Want to conquer the US market from Europe?

Hear the winners’ stories.

  1. The Redgate story: is of one world one product: on the internet no-one knows you’re a Brit.
  2. The Netcool story is of a global product which needed to be sold to become the winner
  3. The Craneware story: is a love story of a product made in Scotland for the founder’s American girlfriend’s mother to use at work in America.


SCALE UP SALES MANAGEMENT

Today’s tale: Sales Rep Ramp Time is the Scale up Metric to Manage when you Build a 200 Quota Carrier Global Sales Team

Tim Frankcom


ECONOMICS

Every dog has its day. How about a lion rampant and a unicorn?


STARTUPS

Today’s Tale: once you have Agreed your First Sale then Pricing is all about the Journey to Reaching your Business Objectives

Price level over time. Image by the author


SALES MANAGEMENT

Today’s tale: follow your customer’s purchasing process step by step

Mont Ventoux, France from Bedoin — Image taken by the author


BUSINESS

Jaguar


SALES MANAGEMENT

Today’s tale: ten tips to make the most of your weekly sales meeting


FINDING NEW SOFTWARE MARKETS

Today’s tale: play like a pro and it won’t be deja vu all over again

1900m — the summit of Mont Ventoux. Image taken by the author

Stephen Allott

Tech vendor scale upper. Decide market strategy. Plan the numbers. Hire the people. Hit the numbers. Solve the problems. McKinsey, MUSE, SUNW, XROX,

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