An Ounce of Preparation…

POSTED BY Carl Moe on Jan 29 under Market, Sales Process

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

POSTED BY Carl Moe on Jan 19 under Methodology, Qualifying, Sales Process

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

POSTED BY Carl Moe on Dec 7 under Qualifying, Sales Process

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 [...]

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