Category Archives: Sales
The price is what we pay – the value is what we get
The exact same product can produce very different levels of value depending on how the [...]
May
Sales is Not a Dead Profession – it Has Just Changed Quite a Bit
A surprisingly large number of senior (sales) executives do not read many books. If you only [...]
Apr
My new book “Building Successful Partner Channels” is available!
“Fantastic! I found this book helpful for restructuring our channel strategy in one business line [...]
Mar
The Successful Failure (Part 2)
I learned that if you want to be an entrepreneur then you have to come [...]
1 Comments
Feb
The Successful Failure (Part 1)
Within the first 12 months, we had signed up resellers all over Europe as planned. [...]
1 Comments
Feb
Going Global on a Shoestring – The Final
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line [...]
Feb
Going Global on a Shoestring – Retrospection
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line [...]
Jan
Going Global on a Shoestring – The Start
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line [...]
3 Comments
Jan
Management Consulting Essentials: SPIN Selling
If there is one sales approach that an independent management consultant should master, my recommendation [...]
2 Comments
Feb
Management Consulting Essentials: The Quest for Certainty
If everything is running according to schedule, you are ahead of your budgets, you are [...]
9 Comments
Apr
