Monthly Archives: August 2015

24 08, 2015

Fred Diamond Says Too Many Sales Reps Sell at the Wrong Business Relationship Level

2018-06-19T13:37:24-04:00 August 24th, 2015|Sales|

Fred Diamond is a top marketing consultant to technology and professional services CEOs and their companies. He’s the co-founder of the Institute for Excellence in Sales. He has helped hundreds of tech and professional services CEOs get more value from their sales and marketing processes. I was meeting with a client, a CEO of a [...]

21 08, 2015

Colleen Francis Lists the Ten Things You Absolutely Need to Know about Prospecting

2018-06-19T13:37:24-04:00 August 21st, 2015|Sales|

By Colleen Francis This blog was originally published on Colleen's website. It was republished here with permission. Colleen spoke at the IES in August 2015. Ask any successful sales person and they'll likely admit to you that one of the cold, hard facts about this profession is that you can't sell to everyone. There is [...]

6 08, 2015

Fred Diamond Says to Get More Sales Tech CEOs Need Marketers to Get Their Vision Out of Their Heads

2018-06-19T13:37:24-04:00 August 6th, 2015|Sales|

For any small to mid sized tech or professional services company to have any possibility of success, the CEO must have a vision, and that vision must be supported by the company’s management. The company’s marketing leader (either outsourced or in-house) must successfully siphon the vision from the CEO’s head and powerfully communicate it across [...]