The Role of the CEO in the Sales Process
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
Will This Year’s Sales Process Create the Results You Need Next Year?
"The ‘measurements’ weren’t telling anything about reality.
They were telling just the opposite …"
What do you measure in the day-to-day operation of your sales process?
Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes.
Unfortunately, this information is almost useless. …
Good Processes Create Value
In preparation for the launch of the book August 2, I’ll be on a short vacation with the family next week. I won’t be posting anything until Aug 31, so I’ll leave you with a couple of observations:
