One Million Software Companies by 2027 I’ve been thinking about this quote from Jay McBain at Forrester, “I estimate there are more than 100,000 software companies (ISVs) today around the world — up from 10,000 only 10 years ago. I wouldn’t be surprised. . . to see that number grow to 1 million by 2027.” […]
Millions of Millionaires The newsfeed tells me that last year, 1.1 new millionaires were created in the US. That brings the USA’s total number of millionaires up to 15,356,000 according to Credit Suisse, the financial services company. What is your guess on the number of these new millionaires that got there following the advice of millionaire […]
Send Me a Proposal – Working Through Price Negotiations I sit through sales presentations. Many of them. Sometimes it’s with a professional sales person in traditional selling appointments and other times it’s with senior executives and labeled business development, but in every case it’s a conversation about an exchange of dollars for products or services. […]
More on How to Write a Proposal Before you send your proposal, take one more close look. Is the only quantifiable element the cost of your solution? In the spirit of my other thoughts on writing proposals: Writing a Project Proposal Outline When to Write a Project Proposal Before you Send That Proposal. . . […]
Greg’s 5th Annual Consulting Update It’s that time again! Greg’s annual business update. If you’ve been on the list, this is number five in a series. Yep, I’ve just completed the fifth year of solo consulting. Each year I’ve take a day or two and sketched out my biggest learnings from the year and I […]
Wait, how much? My work in lead generation results in a special by-product. Pricing discussions. In this article, I’ll give you a framework and some language that clients find helpful in working through price and pricing. On the decision making continuum from simple to complex decisions in sales, these ideas are most helpful for complex […]
Is that a Marketing Qualified Lead or Sales Qualified Lead? During a recent discussion with a director of marketing and a director of sales, we were throwing out the term lead generation, and as you know, one of my communication advices is to take a moment to define terms, especially common terms inside a company. […]
Which Sales Training, Management Training, Leadership Training is Best? If I categorized the questions I get asked, “What do you think of. . .[insert program/methodology/tool here],” would be it’s own list. Last week it was, “What have you heard about Traction?” and just yesterday it was, “What do you think of Sandler sales training?” The reason I’m asked is because I’ve […]
Are incentives to blame at Wells Fargo? The news gives us a couple of narratives regarding the Wells Fargo Fake Accounts scandal. In case you’re unfamiliar with the details, the fraud centered around employees at the bank cutting corners and opening deposit accounts and credit cards for Wells Fargo customers without their knowledge or permission. […]
Selling and Robots and AI and Doctors Bleep boop. News from the Chambers Pivot ticker tape. IBM’s Watson and Salesforce’s Einstein are getting together to make us smarter. It comes as I’ve been immersing myself in sales and marketing software. Researching dozens of the thousand plus startups promising to make selling automated. It’s a trend. A vision of the […]
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