Management consulting

With Software Tracking Sales Consultants Bill More Hours

SPPM

Andy is one of those guys – the ones who call to see the CEO, but nobody ever really knows what was said. He’s a management consultant working in the stratosphere of Mergers and Acquisitions.  He doesn’t get involved in the finance.  He helps companies understand the challenge of overcoming clashes of culture when two [...]

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The Importance of Process in any Business

Front Office Box

Yesterday we posted an article – The Front Office Process – From First Call to Referral This follows up that item with an explanation of the importance of “process” to any business, regardless of size or business activity. Many will have read Re-Engineering the Corporation – Hammer and Champy’s seminal work, originally published in the [...]

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The 7 lies in selling enterprise software

Sales Coach

Ever meet an enterprise software salesperson you could trust? While such paragons of virtue exist, they seem the exception rather than the rule. Here are 7 common lies used by some way too many enterprise solution providers during the sales process.

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