An Ounce of Preparation…
OK, I know I am twisting the wording on that title, but you will see why. My last post regarding my worst sale was a bit dated but still burned into my memory. It seems like anything pre-internet is now considered from the dark ages of sales history so let me bring you my next [...]
My Worst Sale
I had the opportunity to reconnect with one of my college friends near the end of ‘09 and in a moment of reflection he had the ill manners to ask, “What was your biggest lost-sale disappointment?”
It took about 2 milliseconds to flash back to my computer systems days in Detroit. I was branch manager for [...]
2010 – The Year of Qualifying
2010 will become the year of qualifying for those companies that will still be standing at year’s end. Our clients confirm there are no constraints on companies today regarding manufacturing capacity, facilities, staffing or vendor deliveries. Everything is in surplus except orders. This means the prospect (and current customer) qualifying process now has to address [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
