A lot of company time is spent on generating sales and doing the work.
I would like to pause for one moment and consider the following. I deal with all sorts of companies from one man bands to thousands of employees. I work predominately in sales. One of the most noticeable parts of my work is [...]

Seth Godin, has posted an interesting blog post on his site: http://sethgodin.typepad.com/seths_blog/2008/01/encyclopedia-sa.html
And CNET hates Google
And newspapers hate Craigslist
And music labels hate Napster
And used bookstores hate Amazon
And so do independent bookstores.
Dating services hate Plenty of Fish
And the local shoe store hates Zappos
And courier services hate fax machines
And monks hate Gutenberg
Apparently, technology doesn’t [...]

One of the common difficulties that individuals or companies will have to face is e-mail. E-mail is a wonderful tool that allows us to communicate cheaply, easily, and across all barriers. But there is the downside. How many companies have an info@companyetc.com most of them that I have come across. Why do they have it? [...]

When I read his entry in his blog it makes a lot of sense. If you are in sales it makes sense to sell to people that want your product. If you are selling a certain family car then your market is clearly defined. One has a lot of history to look back to and [...]

As mentioned here before Mike Southon is at it again. I have just received his latest’s e-book for free. (available from here: http://www.telegraph.co.uk/money) Where he goes through the sale process in the most interesting manner, I have read to date.
Some of the topics he speaks about include:
Farming – Getting more from existing business
Tendering – Make [...]

It is very easy within sales to second guess what a perspective client is looking for. To ascertain what the facts are requires a more developed relationship. Then begins a two way process either you start moving towards the sale or have to go back and develop your product so that it meets the requirements. [...]