Category Archives: Sales

The Popularity of Channel Sales

For reasons I don’t yet understand, the Channel Sales section of InsideSpin is the most often visited section. It is also the most incomplete section with many candidate topics but none of them fleshed out. Anyway, I finally wrote the … Continue reading

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Patience is Everything

I was reminded again this week how important it is to have patience when building a new business. Too often people abandon an initiative if they don’t see results quickly enough — or more harmful to themselves, they snub there … Continue reading

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I’m a Sales Guy

As I find myself further along with my new role running Everest Academy (www.everestacademies.com), it’s no surprise to find myself in more and more of a sales role — in the Admissions department to be more precise. As we’re about … Continue reading

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Sales Metrics …

In my newest venture, we’re at that point where we have to start paying attention to classic sales metrics to start heading towards certain growth targets. As I’ve been going through the exercise with the team, I find myself being … Continue reading

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A Great Interview …

I found myself interviewing a sales candidate this week who did not have any business getting the interview. He had no prior experience selling, did not have the educational background, did not have any experience working in the relevant industry, … Continue reading

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Citrix Buys Kaviza — an Advisor Story Gone Right

Kaviza was one of the first companies I started working with as an Advisor. I was referred to them by a business colleague who thought my experience with PlateSpin and the virtualization¬†market would be ideal for their business plan. 18 … Continue reading

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PlateSpin Changes Hands Again

It’s hard not to comment on what has happened this week to the PlateSpin assets. ¬†As Novell completes its transformation through the sale process to Attachmate, i can’t help but wonder if Novell is analyzing what went wrong. Why couldn’t … Continue reading

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Focusing on year end

I often see teams focusing diligently on year end with such zeal it makes me wonder why they do not have that same zeal throughout the year.¬† Funny thing about time, it marches at the same pace throughout the year, … Continue reading

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Creating your own S&P Index to measure weight of sales forecast

I have seen many sales teams struggle regularly to come up with succinct ways to determine if the typical forecast report is a reliable way to measure the likelihood of achieving short term revenue targets. It takes oodles of time … Continue reading

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