Author: Don Gray
With the vast communications networks available to us, one can say we live in a connected world. But, as salespeople, are we using it correctly?
Author: Don Gray
Founding principals are often very good at what they do, and have successful small- and mid-sized businesses. But sometimes no sales culture is established. Here I lay out the responsibilities of small business owners to do just that.
Author: Don Gray
I hear much discussion about how sales has changed: There is a new paradigm out there. Buyers are different, etc. I contend that the real role of sales hasn’t changed. What has changed is the tremendous availability of data and information.
Author: Don Gray
Have you ever looked at your business’ revenue generation process? There is a process to go from the interest level in your company or product to the revenue and satisfied customer state. We take a look at that process to maximize our ability to secure good customers.
Author: Don Gray
As a fellow sales and marketing professional, I have lived the disconnect between marketing and sales that many of my peers experience. Here is my take on how we can bridge that gap.
Author: Don Gray
What really causes a bad forecast? What is the impact to the business when you have a poor or unreliable forecast? I have found that the financial impact can be quite severe when forecasts are not reliable.
Author: Don Gray
Over the years of both doing direct selling and managing sales teams, I began to analyze why sales forecasting was so unreliable. Here’s what I found …