Sales Highlights

Jim Schell explains how to make changes in your business based on the numbers

In Chapter 12 of 16 in his 2011 Capture Your Flag interview, cloud computing technology executive Marc Ferrentino shares how over an immersive 18-month rotational training program, Ferrentino learns sales the a culture built on founder and CEO Marc Benioff's mission in cloud computing enterprise software. With a better understanding of enterprise sales strategy and solution selling, Ferrentino is better prepared to excel in his senior leadership role.

In Chapter 7 of 17 in his 2010 Capture Your Flag interview with host Erik Michielsen, customer advocacy marketing executive Alan McNab details how Speech Act language philosophy impacts customer service strategy. He highlights how coaching teams to engage, listen and make a promise to customers enables a customer service strategy. The Speech Act commitment philosophy empowers the customer as much as it does the line staff - the service technicians - working to deliver value on the ground.

Steve Osborne, CEO of consulting firm, Top Gun Sales Performance talks about how his company enables sales executives to add capabilities while reducing head count. He advises businesses in three key areas: lead generation, marketing campaigns and closed-loop reporting.

Hattie shows us how and effective sales and marketing effort makes your business succeed

Lior Arussy, CEO of Strativity Group discusses how the U.K. based energy company, E.ON transformed its business from a product-centric company into a customer-driven business.

Hattie explains us how to protect your business against natural disasters and hackers

Companies often confuse past results with present performance, says Sales Readiness Group CEO Norman Behar. He identifies 3 behaviors that you can utilize to drive peak performance.

Hattie tells us how one owner invented his best product.

Doug DeBolt, senior vice president of West Business Services, discusses how an inside sales team can reduce costs, increase coverage and complement a field team.

Jim Schell explains the importance of understanding the balance sheet of your business

When calling a sales prospect, always state your name and company when you first call. Secondly, always ask if they have a minute to chat or if it is a good time. Do not just jump into your spiel or they may cut you off.

Hattie explains the benefits of having a board of advisors.