Blog | Sales

Why aren’t there more women in high tech sales?

February 8, 2017

A collaborative post from Shann McGrail and Pete Smith

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Why Do We Hate (our own) Sales People (Part III)

January 10, 2017

I received the following comment from David Field about my last post: "Another good article, but with so much feedback on part 1 in relation to 'some of it is deserved' it would be great to see some pointers on why the top ten things that make delivery hate sales have to be done, or how they could be done differently."

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Why do we hate (our own) sales people - Part II

December 13, 2016

In the four months since I posted the article “Why do we hate (our own) sales people?”, I have been overwhelmed by response of the number of people who have read it, liked it, added their comments to the conversation and shared it with their networks. To each and every one of you: Thank you, I am flattered.

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Why do we hate (our own) sales people?

August 18, 2016

Last week, the Globe and Mail featured an article "Companies struggle with shortage of sales talent" which I believe was suppose to feature a new program at Wilfrid Laurier University. This new program has been created to teach sales training, something not traditionally taught by universities. Unfortunately, the article got derailed and took on a focus of the shortage of sales talent in Canada with Vidyard being displayed as the poster child for the problem. Given the nasty comments the article garnered, I suspect CEO Michael Litt probably wishes he had passed on giving that interview.

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Do product features really matter?

May 29, 2015

An on-going discussion in most software companies is the value of the next release of software. In some companies, these discussions often take on the dimensions of a holy war and can be quite disruptive and distracting. On one hand, a number of sales deals will be relying on the features planned for the next or future releases. On the other side of the argument will be implemented clients, who have just stabilized on a current release and are reluctant to incur the cost of migrating to the next release. In addition, the product strategy team will be focused on what competitors are doing and analyst are saying. Unfortunately in most of these discussions, there is a preponderance of opinion and rarely substantive data to support one view over the other.

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The Challenger Sale

September 29, 2013

I usually don’t do book reports as part my blog. That said, if you are selling complex, enterprise-class solutions in a B2B environment, you need to check out “The Challenger Sale: Taking Control of the Customer Conversation” . Developed based on research CEB , the Challenger Sale model seeks to quantifiably defines the success factors of the best sales reps and create a methodology to clone this success.

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