If your sales team is not using content like this to engage buyers they are missing a trick. Even if you are not in Cybersecurity, this article is instructive and comes with a proforma spark-email
The Mandiant M-Trends 2020 Report published last week is compulsory reading for cybersecurity professionals and salespeople selling into the cybersecurity market.
In my previous post, How Much Does a Whiteboard Story Cost to Create?, I discussed the cost elements associated with developing various types of whiteboard story.
Microsoft PowerPoint has been installed a billion times on Mac and Windows systems since launching in 1990. With an estimated 95% market share of the presentation market and more than 500 million users, Microsoft PowerPoint is a behemoth in the market and their collective competitors, mere minnows.
FREDERICKSBURG, VA. (PRWEB) DECEMBER 05, 2018
This post is a review of Anthony's excellent second book, The Lost Art of Closing.
In 2003 I was working in a Silicon Valley tech startup. Google was just 5 years old, the iPhone was a glint in Steve Jobs’ eye, and Blackberry was the king of the smart-phone market.
I’ll never forget one meeting at the disc drive manufacturer Maxtor; the buyers in the meeting knew nearly as much as we did about our product and they knew more about our competitors product (Google search) than we did.
The following is my Icebreaker talk delivered at my maiden Toastmasters speech in June this year. I will comment on the value for salespeople in completing the 10 projects in Toastmasters "Competent Communicator" manual in another post.
Brian Krebs is an investigative journalist and former Washington Post staff reporter, where he covered Internet security, technology policy, cybercrime and privacy issues for the newspaper and website.
His first book SPAM Nation chronicles the activities of two leading Russian figures of the Pharmaceutical SPAM racket, Igor Gusev and Victor Vrublevsky, who leaked detailed information about the other in an effort to destroy the other.
Recently I met with a top sales enablement professional whom I'll call Bob, to exchange ideas.
During the meeting I was introduced to the concept of the Three Humped Camel. Bob wishes to remain nameless as he started a new job and does not wish the camel phenomena to be tied back his prior employer.
According to Sales Benchmark Index, now 13% of salespeople are selling 87% of the business.
When I asked Bob to draw the quota distribution graph for his old firm, he drew something that looked like this.
This is obviously just a quick hand-drawn sketch from memory, but the point Bob was making is that the majority of the sales team were not making their numbers and were dispersed around 40% of quota achievement, with a smaller hump around 100% and another hump at around 150% of quota achievement.
