Sales and marketing

Three steps customers should take before renewing cloud subscriptions, OpEx contracts, and services like IaaS, PaaS & SaaS, according to Forrester Research.

Don’t bother with calling. Nobody picks up their phone anyway. Or do they? In an era when pundits think Cold Calling is Dead, Kendra Lee explains otherwise.

Sales people execute the company strategy in the face of the customer. Are you (or your people) doing this? David Brock explains.

Unfortunately, too many sales managers don’t properly leverage deal review. Many of the deal reviews I participate in look more like interrogations.

You’re so busy looking for the opportunities to close in the next 90 days, you’re not doing anything with those who told you to stay in touch longer-term.

We know and encourage buyers to self educate on the web. Yet sales people constantly focus on pitching their products. Here's how to change direction.

Within technology sales & IT services, we need to acknowledge we are not a lean mean selling machine. Instead, we are people dealing with people.