April 9, 2014

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals. Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your ZIP code is 19010 go out and find some business?” Read More

Demo, what the heck is that?  In other posts I’ve mentioned that demo’s were the way we used to sell copy machines many years ago. One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatchback or enclosed pickup Read More