I have a tip for you for the holiday period that’s such an awesome tip it almost qualifies as a Christmas present. Trust me: you’ll be so glad I blogged about this. A one-hour interview with a founder, every day of every work week: totally free! Every day of the (work) week, I listen-in on […]
The next three chapters deal with opportunities: how to originate them and how to prosecute them. But, as you’ll notice from this chapter heading, we’re not navigating these big subjects in what would appear to be the logical order. There are two (very) important reasons why we’ll be talking about prosecuting opportunities before we talk […]
If you can help me to spread the word about Sales Process Engineering, I’ll be happy to mail you one of these stunning little books. The bad news is that this sampler consists of just the introduction and the first three chapters of The Machine. The good news is that, as you can see in […]
Case study: TEBA, Melbourne (Australia) A common criticism of SPE is that it can’t be applied to small businesses. Well, I’m happy to present (another) video case study that invalidates that position. TEBA is a very small technology company. They supply and integrate network infrastructure, targeting mid-sized enterprises with multiple points of presence. Before the […]
Welcome to Part 2! Here’s where we dot all the ‘i’s and cross all the ‘t’s. We’ll be talking about roles, workflows, campaigns, technology and much more. But I don’t think we should be satisfied to examine these building blocks in a vacuum. After all, Part 2 is all about practice, not theory. Accordingly, it’s […]
I have a few long-term clients who I love dearly but who are painfully difficult to work with! The problem is that they are creative entrepreneurs, brilliant at starting businesses – and launching new initiatives within existing ones – but challenged when it comes to building sustainable and scalable machines. Because our expertise is the […]
I’ve been dying to tell you what’s probably our biggest news after the launch of our US operations a few years ago. But I wanted to wait until we had a few miles under our belt with this new model. I also wanted to make sure that this story is more than show-and-tell! (Although, the […]
His full name was Dr Eliyahu Goldratt but the world knew him as Eli. He burst onto the world stage when his first book (The Goal) became a runaway best seller. The Goal went on to become one of the most-read business books of all time and Eli established himself as one of a small […]
If it’s true that sacred cows make the best hamburgers, then we’re in for quite a feast! I’ve chosen to close Part One of this book with a frontal assault on the juiciest bovine of all: the unassailable belief that salespeople should be paid commissions. And while I’m at it, I’ll take aim at bonuses, […]
