What's Next?

Here are some things that I'm hoping to cover in the near future...any ideas, give me a shout.

ARTICLE 2
What makes a good value proposition that someone might actually care about? (hint: it may sound obvious, but it has everything to do with them and not much to do with us!)

ARTICLE 3
Why do sales people sometimes waste their time? (hint: it feels good to set a demo or send out pricing...even if there is no hope of a sale.)

ARTICLE 4
Activity is key, but beware of a focus on it as the only indicator of progress. (hint: ultimately, revenue production or raw customer acquisition is king - so don't take your eye off that ball and think that raw top-of-the-pipe activity will cure all.)

ARTICLE 5
Why is sales process so ubiquitously ignored or implemented poorly? (hint: much of sales is seen as an art, not a science...truth is it is a bit of both, but process has a good place)

ARTICLE 6
Why do sale people typically not document what the heck they are doing? (hint: one reason - sales management hasn't shown the benefit and builds process that is too ownerous! There is a happy medium that gives value to both sides)